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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Strategies That Work

So much for the strategies that do not work. What does work when it comes to expanding the pie? Next, we identify nine strategies that can help you to expand the pie and create win-win negotiations (see also Bazerman and Neale 1982). We have ordered them in terms of the most obvious and intuitive strategies—the ones that your grandmother probably could have told you about—to the strategies that are extremely rare and much less intuitive. The first few strategies are ones that you can use when negotiating with someone who seems cooperative and trustworthy; the strategies that come later on this list are useful when dealing with “problem people” and/or extremely tough negotiators. We present them in rough order of the easiest ...

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