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4 things not to do when dealing with complementary issues. (AALL)
- 1. Assume a fixed-pie
- 2. Agree immediately
- 3. Lie
- 4. Lead with a compromise
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4 things to do when dealing with complementary issues. (DRDD)
- 1. Don’t negotiate prematurely
- 2. Recognize they exist
- 3. Don’t make unilateral compromises
- 4. Don’t lie
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3 things not to do when dealing with distributive issues. (LCF)
- 1. Lead with a compromise
- 2. Compromise too
- quickly, too much, or very late
- 3. Forget that bids reflect the bargaining
- not settlement zone
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3 things to do when dealing with distributive issues. (APH)
- 1. Ask for more
- 2. Persuade (using interests)
- 3. Hold firm to your target and RP
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2 things not to do when dealing with integrative issues. (FN)
- 1. Fixed-pie bias
- 2. Negotiate issues one-at-a-time
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3 things to do when dealing with integrative issues. (PMT)
- 1. Propose packages and negotiate issues simultaneously
- 2. Meet interests, not positions
- 3. Trade-off, don’t compromise
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