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

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A Strategic Framework for Reaching Integrative Agreements

The discovery and creation of integrative agreements is much like problem solving. Problem solving requires creativity. Integrative agreements are devilishly obvious after the fact, but not before. Because negotiation is an ill-structured task, with few constraints and a myriad of possible “moves,” a royal road for reaching integrative agreement does not exist. The closest we come to a generic “bag of tricks” is a decision-making model of integrative negotiation. The model is prescriptive; that is, it focuses on what negotiators should do to reach agreement, not what they actually do. The decision-making model of integrative negotiation is depicted in Figure 4-6. The model has five major ...

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