Abstract
An arrangement that is exclusively based on one party’s victory over the other is barbaric and can never be humanized. It can only be maintained as long as the party with superior bargaining equity can force the opponent into submission, and sooner or later it will collapse. The alternative is cooperation and SMARTnership. However, the negotiator who does not understand the theoretical reasoning behind the ideas of SMARTnership and NegoEconomics is not motivated to be open and assume the risks inherent in an open negotiation climate. In order to cooperate, both parties must buy into the underlying theory of cooperation.
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Notes
Dick Lee and Delmar Hatesohl, Listening: Our Most Used Communication Skill (Kansas City, Missouri: Terra Nova Coaching, 2012).
Constantine von Hoffman, Secrets of Successful Business Negotiation (Framingham, Massachusetts: CSO Magazine, 2010), 5.
Gary W. Noesner and Mike Webster, Crisis Intervention: Using Active Listening Skills in Negotiations, http://www.au.af.mil/au/awc/awcgate/fbi/crisis_interven2.htm (1997).
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© 2013 Keld Jensen
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Jensen, K. (2013). Creating a Culture of Trust and Openness. In: The Trust Factor. Palgrave Macmillan, New York. https://doi.org/10.1057/9781137333681_6
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DOI: https://doi.org/10.1057/9781137333681_6
Publisher Name: Palgrave Macmillan, New York
Print ISBN: 978-1-137-33225-7
Online ISBN: 978-1-137-33368-1
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