Strategy and Style

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Ineffective Competitives

Obnoxious, complaining, rude
Unsure of the values at hand
Not realistic, perceptive, astute

Ineffective Cooperatives

Unsure of self and interests
Not creative or perceptive
Not realistic or astute

Effective Negotiators

(both strategies)

Ethical, trustworthy
Appropriately courteous
Prepared
Creative, realistic
Perceptive, self-controlled

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