How to Save Face in a Negotiation with Michael Macchiarelli
Negotiate Anything
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The Damaged Face of Threats
A threat by its very essence now is harming our sense of negative face. So in terms of how the threat is made, politeness theory breaks down all messaging into two types of messaging. There's one called on record messaging, which is like a very direct, abrasive way to do something and I literally say to you, go do this now. That would be on record. Off record is a little bit different. And that is more, that is more implied, that is softer. It's kind of shaded where we're not directly asking your tongue something to do something. This makes it just more easier to swallow for the person to accept doing it.
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