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Unformatted text preview: In maximizing joint gain, each party should exchange (trade off) on the integrative issues that are less important for the issues that are more important. Simply splitting the difference on each issue (4,400 points) results in leaving value on the table ((13,200 points). Lessons Always set your Resistance Point and Target Point. In planning, its important to set your bottom line and target so that you can evaluate various proposals made by the other party in a somewhat objective manner. A strong BATNA raises your confidence and relative power....
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- Fall '11