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The Elements of Bargaining Strength
Models of Bargaining Power and Process
Choosing the Most Effective Strategy
11 other sections not shown
A's Bargaining Strength ability Adam Adam's Adaptive Child Adult ego Analysis Journal assessment B's perception bargaining power bargaining strength elements bargaining strength model bargaining style behavior Best Alternative Betty Betty's Child ego choices clues cognitive style communication Cost of Impending course Critical Parent ego Data Accuracy decision Decrease in A's diagram discussion effort elements of bargaining emotional needs example exchange existential facial gaining Iceland Summit impact Impending Negotiations increased involves judgments mation Meet Other's Needs Meet the Other's ment method microexpression Natural Child negotiator who settles negotiator's nonverbal nonverbal communication norms Nurturing Parent Offer to Meet particular parties party's perceived person polygraph position potential primacy effect Probability of Performance programs question Relative Bargaining Strength respecting response result rience risk settlement side side's perceptions Similarly situation skilled negotiator Soviet spreadsheet Strategic Defense Initiative strategy strokes tactical techniques tion Transactional Analysis understanding weight