Soft Bargaining
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Soft Bargaining is used to refer to very cooperative, conciliatory bargaining that focuses primarily on reaching an agreement and not making the other side upset. Fisher and Ury contrast it with adversarial, competitive bargaining that assumes that the opponent is an enemy to be defeated, rather than a partner to be worked with cooperatively. They contrast both these approaches with a third approach, Principled Negotiation, which is neither hard nor soft, but rather integrative in its approach. |
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