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Negotiation Approaches
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Different approaches to negotiation have different characteristics.
Storyboard Tekst
Participants are friends; goal is agreement; trust others; make offers
"Soft" Negotiation
Dinner?
7pm?
Italian?
See you then!
Participants are adversaries; goal is victory; distrust others; make threats
"Hard" Negotiation
I will sell a car!
I will buy a car!
Principled Negotiation
Participants are problem solvers; goal is wise outcome; trust not a factor; explore interests.
The Problem
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Best Solution
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Possible Solution
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