A Script for Business Negotiations

Negotiation Script xm-instituteSometimes when we start a task we have an idea about what will happen. If we go to a restaurant we expect a certain series of events. If we start a phone call we expect a pretty common exchange of greetings and information: “Good Afternoon, Acme Inc. Jeff Walker speaking. Can I help you?” Or “Gruss Gott, hier Firma EuroFan.”

This expectation about what will happen is called a schema (Nishida, 1999). The interaction you expect