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By Kathleen Kelley Reardon

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For example, if you both tend to use one-up statements, your interaction will be competitive. If you both tend to use one-down moves, little is likely to be accomplished. I recall standing in line to buy a pie behind an affectionate couple. ” ↓ She: “That’s OK. ” ↓ He: “Isn’t it your turn”? ↓ A Versatile Frame of Mind 27 This went on for some time, much to the chagrin of the salesperson and myself. I was about to suggest they buy pumpkin when the sales­ person said, “The apple is good today. .

Sure, a halftime score can affect the mood and attitude of the players as they return to the court, but in a com­ petitive league, it’s rarely a good indicator of the final outcome. Unlike negotiation, in sports, there is necessarily a winner and a loser, but in negotiation, as in sports, there is also a point at which the outcome is in sight and many points before that when the play at hand is what matters most. In negotiation, often the interaction at hand matters, and to always measure it against some ultimate goal can lead to pre­ mature judgments and faulty actions.

But he felt somewhat betrayed by Roger’s convenient lapse of memory concerning Bill’s feelings toward Liam. This was only exacerbated by Roger’s apparent appreciation of Liam’s ideas and disregard of Liam’s tactics. In an effort to make things work, Bill arranged to meet individually with Liam. They discussed the project for several hours and came up with a creative marketing strategy. It could honestly be said that both had contributed equally. Roger was pleased. This morning, Liam arrived at work early.

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