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

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Creative Negotiation Agreements

Creativity in negotiation often follows the pattern of the “Monday morning quarterback,” meaning that in hindsight, it is easy to see creative opportunity in negotiations; however, it often eludes us in the moment. Next, we outline the hallmark characteristics of truly creative negotiations (see also Pruitt and Carnevale 1993).

Fractionating Problems into Solvable Parts

Most negotiation situations present themselves to us as single-issue negotiations (that is, until some creative negotiator finds a way to break the problem into smaller parts and, in the process of doing so, prioritizes the issues and trades them off) (Lax and Sebenius 1986). The hallmark of a highly creative negotiated agreement is when negotiators ...

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