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

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Conclusion

This chapter has illustrated some of the components of highly creative negotiation strategies. Creative negotiation agreements fractionate single-issue negotiations into those that involve multiple issues; align issues in ways that can be profitably traded off; search for ways to expand the pie; use bridging, cost-cutting, and nonspecific compensation; and structure contingency contracts. We have also highlighted some of the key mental blocks or (biases) that can stymie creative thought. In particular, the inert knowledge problem, availability bias, representativeness, anchoring and adjustment phenomenon, unwarranted causation, belief perseverance, illusory correlation, hindsight bias, functional fixedness, set effects, selective attention, ...

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