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Unformatted text preview: By definition it is zero sum Negotiations decide who gets how much pie Type of negotiation is transactional and usually considers just the tangible aspects of a deal o Integrative: Collaborate to find “win-win” solution Focus on developing mutually beneficial agreements based on interests of parties May focus on both tangible and intangible “How can we make the pie bigger?”...
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This note was uploaded on 05/30/2011 for the course BUSI 405 taught by Professor Blackburn during the Fall '10 term at UNC.
- Fall '10