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Unformatted text preview: Offer the other side something that they value more than you, in exchange for gaining something from them that you value more than they do • Requirements for Effective Integrative Negotiations o Openness with information on both sides o Candidness about concerns o Sensitivity to each others needs o Ability to trust one another o Willingness to be flexible BATNA Best Alternative to a Negotiated Agreement (applies to salaries and two job offers) * Never “Fall in Love” with a particular solution, be flexible...
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This note was uploaded on 02/05/2011 for the course BADM 066 taught by Professor Bailey during the Spring '07 term at GWU.
- Spring '07