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What is common and acceptable practice in the ethical system in which the dealis being done ?

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What is common and acceptable practice in the ethical system in which the dealis being done ?

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What are the “rules of the game” by which this agreement will be managed?

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What are the “rules of the game” by which this agreement will be managed?

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How often do we expect to negotiate in the future—that is, how many roundsof negotiation will there be?

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How often do we expect to negotiate in the future—that is, how many roundsof negotiation will there be?

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 Environmental factors (what is going on in the broad environment of the game—outside the stadium,but shaping and defining what happens in the stadium?)

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 Environmental factors (what is going on in the broad environment of the game—outside the stadium,but shaping and defining what happens in the stadium?)

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Interested observers (who is in the stands?)

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Interested observers (who is in the stands?)

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 Indirect actors (who is on the sidelines?)

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 Indirect actors (who is on the sidelines?)

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The opposition actors (who is on the field on their side?)

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The opposition actors (who is on the field on their side?)

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The direct actors (who is on the field on our side?)

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The direct actors (who is on the field on our side?)

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What is going on in the broader environment in which the negotiation takes place?

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What is going on in the broader environment in which the negotiation takes place?

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Who is on the sidelines and can affect the play of the game?

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Who is on the sidelines and can affect the play of the game?

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negotiation occurs in a context of rules—a social systemof laws, customs, common business practices, cultural norms, and political cross-pressures

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negotiation occurs in a context of rules—a social systemof laws, customs, common business practices, cultural norms, and political cross-pressures

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If negotiators expect long, protracted deliberations, they might want to negotiate the time and duration of sessions

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If negotiators expect long, protracted deliberations, they might want to negotiate the time and duration of sessions

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who has the ultimate power to affirm negotiated agreements

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who has the ultimate power to affirm negotiated agreements

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 If negotiators want to minimize the advantage that comes with home turf, then they need to select neutral territory in which neither party will have an advantage

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 If negotiators want to minimize the advantage that comes with home turf, then they need to select neutral territory in which neither party will have an advantage

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If the other party is also accountable to a constituency, he or she may not want to reopen earlier decisions or take the time to evaluate the new issue. They want to agree on what issues will be discussed on the agenda before engaging in the substantive discussion of those issues.

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If the other party is also accountable to a constituency, he or she may not want to reopen earlier decisions or take the time to evaluate the new issue. They want to agree on what issues will be discussed on the agenda before engaging in the substantive discussion of those issues.

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there may bemore than two negotiators at the table

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there may bemore than two negotiators at the table

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Negotiators do not welcome surprises or the embarrassment that may come when the other side raises an issue they are completely unprepared to discuss

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Negotiators do not welcome surprises or the embarrassment that may come when the other side raises an issue they are completely unprepared to discuss

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1. Scope: What issue should be considered?2. Sequence: In what order should those issues be addressed?3. Framing: How should the issues be presented ?4. Packaging: Should the issues be taken one at a time, or in various groupings/packages?5. Formula: Should we strive to first get an agreement on general principles, or should we immediately begin to discuss each of the issues?

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1. Scope: What issue should be considered?2. Sequence: In what order should those issues be addressed?3. Framing: How should the issues be presented ?4. Packaging: Should the issues be taken one at a time, or in various groupings/packages?5. Formula: Should we strive to first get an agreement on general principles, or should we immediately begin to discuss each of the issues?

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 five majorconcerns to be considered in developing a negotiation agenda:

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 five majorconcerns to be considered in developing a negotiation agenda:

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A negotiator may unilaterally draw up a firm list of issues well before the initial negotiation meeting. This process is valuable because it forcesnegotiators to think through their positions and decide on objectives

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A negotiator may unilaterally draw up a firm list of issues well before the initial negotiation meeting. This process is valuable because it forcesnegotiators to think through their positions and decide on objectives

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Assessing the Social Context of Negotiation

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Assessing the Social Context of Negotiation

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Because of the breadth and diversity of issues can be included in negotiations, it is not possible to specify all the procedures that can be used to assemble information

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Because of the breadth and diversity of issues can be included in negotiations, it is not possible to specify all the procedures that can be used to assemble information

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need to consider how to provide ample supporting facts and arguments for your case and to be able to anticipate and refute the other party’s arguments with counterarguments.

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need to consider how to provide ample supporting facts and arguments for your case and to be able to anticipate and refute the other party’s arguments with counterarguments.

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Planning the Process and Structuring the Context by Which Information Is Presented

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Planning the Process and Structuring the Context by Which Information Is Presented

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Issues to the Other Party: Substance and Process

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Issues to the Other Party: Substance and Process

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An opening bid may be the best possible outcome, an ideal solution, something even better than was achieved last time

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An opening bid may be the best possible outcome, an ideal solution, something even better than was achieved last time

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 Target setting requires an understanding of trade-offs and throwaways

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 Target setting requires an understanding of trade-offs and throwaways

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To package issues effectively, negotiators need to understand the issues, the relative priorities across the issues, and the bargaining mix

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To package issues effectively, negotiators need to understand the issues, the relative priorities across the issues, and the bargaining mix

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Target setting may require considering how to package several issues and objectives

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Target setting may require considering how to package several issues and objectives

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 Being proactive about target setting permits negotiators to be flexible in what they will accept and improves the likelihood of arriving at a mutually satisfactory outcome.

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 Being proactive about target setting permits negotiators to be flexible in what they will accept and improves the likelihood of arriving at a mutually satisfactory outcome.

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3. It should be possible to define a goal so that it is clear when it is or is not achieved.

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3. It should be possible to define a goal so that it is clear when it is or is not achieved.

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2. Goals should be difficult but achievable. A goal should be set so that it is an improvement over the current situation or circumstances, but not so difficult that it can’t be achieved. 

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2. Goals should be difficult but achievable. A goal should be set so that it is an improvement over the current situation or circumstances, but not so difficult that it can’t be achieved. 

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 Target setting requires proactive thinking about one’s own objectives.

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 Target setting requires proactive thinking about one’s own objectives.

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Targets should be specific, difficult but achievable, and verifiable

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Targets should be specific, difficult but achievable, and verifiable

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Setting One’s Own Targets and Opening Bids

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Setting One’s Own Targets and Opening Bids