There is Always an Alternative
OPTIONS are created inside the negotiation with the other party either jointly in the form of a brainstorming session or via an individual exploration of potential solution(s). The beauty of creative options is that both parties can receive some benefits from incorporating them into the negotiation process. This fits well with the spirit of the mutual gains approach. Nonetheless, real-life negotiation is seldom an exercise in philanthropy. Although the ideal negotiation outcome is characterized by an optimized and applicable agreement, a better relationship between the parties, no resentment or bitterness, a feeling of shared satisfaction, and a desire to do business again, it should also be better than the ...
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