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

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Creative Negotiation Strategies

The following strategies are designed to sharpen your creative mind. Thus, they are not specific to negotiation; rather, they are an exercise program for enhancing creativity. Because negotiation, like exercise, is an activity we need to engage in regularly, these strategies can be extraordinarily beneficial for increasing creativity in negotiation.

Incubation

Excellent problem solvers frequently report that after trying to solve a problem and getting nowhere, they put the problem aside for hours, days, and even weeks and, upon returning to it, can see the solution quickly. (For a real example of the incubation effect, see Sidebar 8-2.) The incubation phase is usually one step in a process of problem solving detailed ...

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