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Published: Dec 09 , 2015
Author: Keith Stacey

Don’t check the spelling above. It is a hybrid of negotiation and auction. The author, who holds dual Professorships at Harvard in Law and Economics deliberately chooses the unwieldy term because his aim is to combine the existing theory and practice across these two area which are often treated in silos or and either or choice. The two fields are about the transfer of assets but have developed separately.

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To Persuade or Negotiate? That is the Question!

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

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