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Unformatted text preview: eyResolving the Dilemma Haas School of Business Prepare for integrative and distributive opportunities Analyze own & other’s interests; avoid fixed-pie perception Know your BATNA, Res Price, objective arguments Balance cooperation and competition Build trust: don’t jump in trusting immediately, but be open to a trusting interaction Ask for and share info about interests & priorities, but watch out for unilateral information exchange...
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