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Beginning of Paper
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Chapter 1: On Negotiating
This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon.
Chapter 2: The Cooperative Process
In this chapter, the au ....
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Middle of Paper
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.... The newer methods of negotiating are also discussed, including psychological ways of negotiating.
Chapter 5: Hidden Assumptions
When we are born we start making assumptions, according to the author. Assumptions can cause serious breakdowns in the negotiating process says Mr. Nierenberg. The wrong meaning ascertained from something someone says can cause negotiations to stop. The author then gives examples of this happening.
Chapter ....
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ADDITIONAL FEATURED ESSAYS
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