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Unformatted text preview: Why? Which settlements are the most creative? How might a negotiator prepare to implement a problem-solving approach? Lessons Integrative bargaining requires a negotiator to both collaborate (create value) and compete (claim value). Relevant objective criteria can be used to support many options. Long-term interests and a good reputation in the community can supersede monetary considerations. What constitutes success in this negotiation? Making the other side back down? Avoiding litigation? Getting a fair deal?...
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.
- Fall '11