Use of Tactics Part 1: The Difference Between Summarizing and Paraphrasing

Andreas Goßen ()

Chapter Chapter 5 in Mastering High-Stakes Negotiations: A Practical Guide, 2026, pp 43-51 from Springer

Abstract: Abstract In critical negotiations, the manner of communication can determine whether escalation is avoided or intensified. Using a negotiation conflict in the B2B sector as an example, this chapter demonstrates how the tactical repetition of threats leads to entrenched positions. Instead, the technique of paraphrasing is introduced as a means of de-escalation. Furthermore, two types of summarization are distinguished in order to avoid misunderstandings and to guide negotiations in a targeted manner.

Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-72815-4_5

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DOI: 10.1007/978-3-662-72815-4_5

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