Titlebook: Negotiating Strategically; One Versus All Andreas Nikolopoulos Book 2011 Palgrave Macmillan, a division of Macmillan Publishers Limited 201

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Andreas Nikolopoulosqualitative analyses from the angle of providers of shadow education as well. Third, the importance to use alternative estimates besides odds ratios, etc. to achieve comparable findings, is stressed. Finally, it is shown in which of the four dimensions outlined in the Shadow-Education-Inequality-Imp

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Conditions and efficiency,ying degrees of influence in that particular conflict. In order to improve our negotiating strategy, we need to adjust or influence the given mix of conditions. In this way, we enable the achievement of synergies (2 + 2 = 5), as well as the assessment and influence of the other party’s efficiency.

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Forming initial behavior,ghly examined to stress its significance, since it reinforces our conflict ability. This behavior leads to the avoidance of waste of our power reserves, enabling us to deal efficiently with our major conflicts.

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Evaluation of consequences,nsequences for each of the stages previously discussed (power reserves, formation of initial behavior, power budget and conditions). As yet, the picture is not complete until we consider the other party’s behavior: this leads to the development of the concept of “predictable behaviors”.

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Ways to handle a conflict,n use incongruent strategies. This chapter stresses the interpretative nature of the proposed concept, which enables both the development and evaluation of such advanced dealings, and the decoding of the other party’s negotiating behavior.

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