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Negotiation Frames
Entry #0336
Why an audience hardens a position
A concession made privately is a practical adjustment. The same concession made in front of colleagues is a public retreat. The audience adds a cost the terms did not.
Novice
The hidden part
#0336
An audience adds a cost to every concession that the terms themselves do not carry. The cost is reputation, and it is paid to the people in the room.