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e The Mutual Gains Approach to
Negotiation
Negotiation is a Fact of Life
What is negotiation?
>It is not just the formalized process of trading goods, services and
one
y
谈判是一个双方求取共识、集结共同利益、心和心互动的过程
>We all negotiate all the time
With our family and friends
With our co-workers
ith our supervisors and managers
With our clients
What is successful negotiation?
> Satisfying outcome
Works for all the parties
Long term commitment
s Efficiency reached
Nothing left on the table
Amicably/Friendly ended
Relationship enhanced
Future dealings easier
Conventional wisdom about negotiation
Bid high
Under them psychologically--dirty tricks
Undermine the legitimacy of their claims
Assumptions with conventional approach
> win/lose with assumption of a fixed"pie
heir gain is my
The size of the pie is fixed
Negotiation is a test of will
his model applies to(maybe)
Strangers
People you hope never to see again
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