Negotiations Framework. BARGAINER CHARACTERISTICS. NEGOTIATION PROCESSES. NEGOTIATION OUTCOMES. SITUATIONAL FACTORS. ON IDEAL BARGAINER CHARACTERISTICS:. “The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made.”. Groucho Marx. ON LISTENING:.
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Ralph Waldo Emerson
T.S. Eliot, Murder in the Cathedral
“Put two or three men in positions of conflicting authority. This will force them to work at loggerheads, allowing you to be the ultimate arbiter.”
Franklin D. Roosevelt
Andres S. Tannenbaum
Henry Louis Mencken