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Unformatted text preview: o Attempting to understand the other negotiators real needs and objectives o Emphasizing commonalities between parties o Searching for solutions that meet the goals and objectives of both parties 4 Major steps in the integrative negotiation process : (61) o Identify and define the problem o Understand the problem and bring interests and needs to the surface o Generate alternative solutions to the problem o Evaluate those alternatives and select among them...
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- Spring '08