Principled negotiation is one integrative approach to negotiation that protects bargainers from being taken advantage of. To
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• Principled negotiation is one integrative approach to negotiation that protects bargainers from being taken advantage of. To engage in principled negotiation (1) separate the people from the problem; (2) focus on interests, not positions, (3) invent options for mutual gain; and (4) and insist on objective criteria when reaching a settlement.
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Meeting The Ethical Challenges Of Leadership Casting Light Or Shadow
ISBN: 9781544351643
7th Edition
Authors: Craig E. Johnson
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