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Negotiating Sustainable Agreements (Bridging (Tend to push (Other side…
Negotiating Sustainable Agreements
The balcony
Perspective-taking ability
Step back
Being patient
Power
Not to react
Focus on the important
Calm place
Listening and respect
Ability to listen
Put yourself in the other's shoes
Be respectful/polite
Reframing
Ability to reframe
Asking questions
Underlying interest
Bridging
Tend to push
Other side resist
Attract the other party
Make easier the other's decision
Allows to take the ultimate decision