... Differences•Dismissive – interrupting, talking over, ignoring {men engage more frequently than women}•Exclusionary – leaving someone out of the meeting, discussion or social gathering•Undermining – going behind the back of others or using insults to discredit arguments•Retaliatory – used when other party feels threatened•Patronizing – use a condescending tone {happens more to women} ... ApproachesFastSlow Approach•Negotiation parties rush to reach an agreement, may have ignored important constituencies and then the agreement faces extreme difficulties in the implementation phaseSlowFast Approach•Negotiations are conducted slowly to ensure that the final agreement is responsive to major constituents providing greater speed in implementationSlowSlow Approach•Time is taken to consider, select and apply solutions ... When the Discussion Gets Stalled or HeatedChapter 9 Handling DeceptionLevels of deception•Benign deception – used in the service of politeness in order to avoid offense•Strategic deception – planned deceptions whose purpose is to achieve some advantage through the skillful management of information sharing •Ulterior Motive deception – purpose is to achieve some gain without divulging one’s intentionBenign...