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Published: Mar 15 , 2016
Author: Stephen White

Residents on the Scottish Island of Lewis share a familial heritage with Donald Trump. When asked about the front runner for the Republican presidential nomination they were less than enthusiastic about his bragging and his style. It is the kind of behaviour that we regularly see at the negotiating table...

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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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