Dealing with Stress, Threats, and Bluffing

Keld Jensen

Chapter Chapter 11 in The Trust Factor, 2013, pp 235-247 from Palgrave Macmillan

Abstract: Abstract My ancestors, the Vikings, were a wild bunch and once ruled most of Northern Europe. Imagine a short-legged, stubby-fingered little Viking running in the forest, with a wild beard flying and metal helmet precariously balanced on his head. Suddenly he meets a rival Viking from an enemy tribe. My ancestors only had two ways of reacting. Run away or draw the sword and fight. The modern negotiator is vulnerable to the same two primitive behaviors — fight or flight.

Date: 2013
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DOI: 10.1057/9781137333681_11

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