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Persona of the Iranian negotiator

6th Dec 2016

The psychologist Carl Jung defined the term “persona” as the social face the individual presents to the world —"a kind of mask designed on the one hand to make a definite impression upon others, and on the other to conceal ...

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Negotiating by Email: When Not to Trust the Written Word

5th Dec 2016

In his seminal book “Understanding Media: The Extension of Man” published in 1964, Marshall McLuhan wrote that a medium affects the society in which it plays a role not only by the content delivered over the medium, but also by the ...

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Legal Ramifications of Email Negotiations

29th Nov 2016

When is an email a contract and no longer simply a series of communications?  Emails between two parties, without any formal document being signed, can in themselves, be considered a contract, according to court rulings on the UK law section ...

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Strategies for Western Negotiators dealing with Iran

4th May 2016

While maintaining the integrity of the process – grounded on legal principles - Western business negotiators should look for unambiguous, mutually agreeable standards that avoid legal jargon and technicalities. In a negotiation, Iranians ...

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How Iranian negotiators calculate their BATNA

4th May 2016

Iranians tend to set a relatively high Best Alternative to a Negotiated Agreement (BATNA), thus demonstrating willingness to walk away from the table at an early stage of negotiations. They primarily view their BATNA as time-dependent. A better ...

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10 Tips for Using Email Properly in Negotiations

30th Nov -0001

Communication in cyberspace tends to be less inhibited than in face-to-face situations. As a result, parties ignore the possible adverse consequences of negative online interactions because of physical distance, reduced social presence, reduced ...

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