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Negotiation Framework: Focus On The Problem

Too often personal relations become entangled with the substantive issues under consideration. Instead of attacking the problem(s), people attack each other. Once people feel...

Negotiation Framework: Focus on Interests

Negotiations often stall when people focus on interests: I'm willing to pay $10,000. No, it will cost $15,000. I need it done by Monday. That's impossible,...

Negotiating – Uncovering It’s Secrets

Effective negotiating is critical to successful collaboration. All it takes is one key problem to explode to convert a sense of "we" into "us...

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