Reciprocity: Us It As A Guide In Responding To Manipulation

#64 Reciprocity: Use It As A Guide In Responding To Manipulation

This blog owes its central theme of using reciprocity in negotiation to Gordon Sloan’s take on a passage in Fisher and Ury’s Getting to Yes. Negotiation should be reciprocal communication, that is, each party should be able to participate in negotiation in an equivalent manner. Therefore, if only one party is able to use a …

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