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Description
xNegotiating power
Principles and rules of political and diplomatic negotiations
Author's name: Abbas Araqji
“During the negotiation, Mrs. Sherman made many clarifications about one of the minor remaining issues and said to me, ‘Do you agree?’ I said, ‘Yes, but there is one small point.’ This phrase, ‘Yes, but…’, which was often said by both of us, confused and tired the other party. Sometimes we would negotiate for days and hours about this ‘but…’ part, which was a subset of the issue. But this time, Mrs. Sherman could bear it no longer. She became angry and burst into tears uncontrollably. It was the first time I had ever seen a negotiator cry during a negotiation.”
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