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Managing the NegotiaTors’ Dilemma

Managing the NegotiaTors’ Dilemma. Creating Trust. Influence perceptions. Process. Agree on process first Discuss interests cooperatively Disclose incrementally and conditionally Reciprocate Call out but forgive. substance. Be prepared Address all interests

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Managing the NegotiaTors’ Dilemma

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  1. Managing the NegotiaTors’ Dilemma Creating Trust

  2. Influence perceptions

  3. Process • Agree on process first • Discuss interests cooperatively • Disclose incrementally and conditionally • Reciprocate • Call out but forgive

  4. substance • Be prepared • Address all interests • Use all available information • Maximize joint value • Fairness

  5. emotions • Anticipate and acknowledge emotion • Allow people to vent • Focus on the problem, not on the person • Instead of assigning fault, pursue the future • You will have a reputation

  6. The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.

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