If you deviate from a procedure … - … you move away from it., If a decision is mutually acceptable, … - … both sides are happy with it., If you impose something on someone, … - … you don’t give them a choice., A framework is … - … simpler than a structured agenda., If you set the agenda … - … your actions determine how the rest of the meeting will run., Probing questions … - … are attempts to discover hidden details., If you have room for manoeuvre, … - … you can be flexible., If you challenge a statement, … - … you force the other person to justify it., If you trade concessions, … - … you give something in return for something from the other party., If you back down, … - … you accept that you cannot get all you want., If you back somebody into a corner, … - … you make it impossible for them to find a way out., If you give some ground, … - … you make a concession., A sticking point … - … is something that could cause the negotiation to fail., If you take a time-out, … - … you have a break from the negotiation., If you clinch the deal, … - … you reach an agreement., If you tie up loose ends, … - … you finalise all the remaining small details.,

Negotiation 3 Exercise 4 - Vocabulary

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