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Updated: 8 Jun 2018

Winners Curse

[win-ers] [kurs]

Occurs when an under aspiring negotiator sets their target or aspirations (goals or objectives) too low at the outset of a negotiation and is granted an immediate agreement by their negotiating counterpart.

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"The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business

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