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Unformatted text preview: o Reason and reciprocity: Both parties trust each other Time available for discussion You want creativity in outcomes You want commitment to outcomes Only approaches that might allow you to gain something (make pie bigger) o Reason: Parties agree about their goals Parties not able to keep eye on each other o Reciprocity: Parties dont agree about goals Parties are able to keep eye on each other o Retribution: One party has greater power Little time available for resolution Neither innovation nor commitment to outcomes is important When more powerful party can keep eye on other party...
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- Fall '10