Telltale Signs of Win-Win Potential
Integrative potential exists in just about every negotiation situation. However, people who negotiate for a living are decidedly more skeptical, especially when in the throes of negotiation: “Your research examples are cute, but they do not pertain to my real-life negotiation in buying my house or car, or negotiating my job. Those are really fixed-pie situations.”
If win-win potential exists in most negotiation situations, how do we discover it? Most negotiations do not present themselves as win-win situations. Consequently, most people do not immediately see opportunities for reaching integrative agreements. It takes hard work to create integrative opportunities. The following questions are designed to determine ...
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