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Published: Feb 06 , 2014
Author: Stephen White

The Winter Olympic Games open in Sochi this Friday, but any expectation that there would by now be a rising tide of enthusiasm for the splendour of the opening ceremony or the thrill of the sports on show has been dashed. Instead we only read about the likelihood of a Chechen terrorist attack, the possible effect on athletes and spectators of recently enacted anti-gay Russian legislation and the appalling prospect that some Western journalists might find their hotel bedrooms are unfinished. Of these, the terrorist threat occupies most press attention...

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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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