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

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An Application of Integrative Strategies

The complexity and value of reaching integrative agreements is best understood through an example. Consider a classic buyer-seller negotiation. The buyer is the Windy City Theater (WCT), and the seller is POP Productions (POP). Imagine you are the general manager of the WCT. You would like to bring the musical Oceania! to the WCT for a week next April. Oceania! is represented and managed by POP, one of the largest producers of live entertainment in New York. You have a talk scheduled this afternoon with the sales representative for POP. As general manager of WCT, you are committed to bringing quality live entertainment to the theater and structuring deals that are profitable for WCT. What steps should ...

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