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This builds shared responsibility and creative thinking about options.
Build the “Spirit of the Deal”—Use problem solving strategies that require cooperative effort. Find the issues where multi-lateral action advances individual organizational goals and grows value for many.
The steps I took in my integrative negotiation process are described as follows:
1. Identify and define the problem
Define the problem in a way that is mutually acceptable to both sides: Our partner and our company needed to jointly develop a joint demo at CES...
State the problems with an Eye toward practically and Comprehensiveness: We made sure anything that distracted from the core problems should be removed or streamlined so that the objective is achieved...
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