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Unformatted text preview: 16. Take a break 17. Try bridge-issue agreements 18. Try using a quick close Closing Negotiations (CASUAL SIP) 1. Concession 2. Alternative 3. Splitting the Difference 4. Ultimatum 5. Assumption 6. Linkage 7. Summarizing 8. Incremental 9. Prompting Collaboration Obstacles 1. Incapable of productive working relationship 2. Inhibited by biases 3. Motivated to only achieve their own goals 4. Pressed for quick outcome 5. Unable to do required work 6. Unable to see potential for collaboration 7. Win-lose attitude Dysfunctions of Conflict (CD MEMBER) 1. Competitive processes 2. Decreased communication 3. Misperception and bias 4. Emotionality 5. Magnified differences; Minimized similarities 6. Blurred issues 7. Escalation of conflict 8. Rigid commitments...
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- Spring '08
- productive working relationship, quick close, Discuss remaining alternatives, Discuss good association, DRAG DEBT CMTC