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Applying Principles of Improvisation to Negotiation
Negotiation Journal ( IF 0.639 ) Pub Date : 2020-04-03 , DOI: 10.1111/nejo.12320
Chet Harding

Expanding on a theme explored in Negotiation Journal’s last special issue on critical moments, this paper looks at key principles of improvisation and how they may apply to critical moments in negotiation. Improvisational acting encourages us to explore the “what ifs” and to focus on the power of saying “yes” rather than “no”—and “yes, and” rather than “yes, but”—as we listen to and interact with one another. The misconceptions of the meaning of “yes, and” in business and negotiation are also discussed.

中文翻译:

即兴原则在谈判中的应用

围绕“谈判期刊”上一期有关关键时刻的主题探讨的主题进行扩展,本文探讨了即兴创作的关键原则以及它们如何适用于谈判中的关键时刻。即兴表演鼓励我们探索“假设”,并专注于在我们聆听并与他人互动时说“是”而不是“否”以及“是,并且”而不是“是,但是”的力量。另一个。还讨论了在商务和谈判中对“是,和”的含义的误解。
更新日期:2020-04-03
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