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Skilled negotiators
a) The general impressions that skilled negotiators seem to convey is they are people who keep their cards close to their chest and do not reveal their feelings.
c) This contrasts sharply with the amount of information given about external events such as facts, clarifications and general expressions of opinion.
b) Hence, they used a surrogate method- they countered the number of times that the negotiators talked about their feelings or motives.
d) The results showed that contrary to the general impressions, skilled negotiators are more likely to give information about internal events than are average negotiators.
e) Feelings are in themselves not observable and Huthwaite's researchers could not measure them directly.
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