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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.

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

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  • 发表日期：

    2026年

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  • Andreas Goßen

摘要

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.