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Strategies for Finding Tradeoffs
Key Terms for Negotiating
$20 million accept achieve adding issues agreement is reached alloy Arab aspect Assess beneficial trade-offs benefit best alternative BusinessWeek Guide buyer Company X Company Y's concession conflict context of negotiation contingent contract create mutually beneficial Creating Integrative Agreements creating value cross-cultural negotiation decision Dimension of Negotiation discussion dyad Egypt emic etic example fixed-pie goal greater Groupthink hire the recruit identified impasse increased individuals interaction intercultural interpersonal interpersonal attraction Israel Japanese joint venture LMNC Management Neale negotiated agreement negotiation opponent negotiation process negotiator's Northwestern University offer opportunity to create options Organizational Behavior other's culture outcome overlap party's interests perspective possible potential preferences Prescription priorities profit proposal Raiffa reach agreement reach an agreement receive relationship relative importance reservation price risk risk averse sales and marketing seller share information side similar situation social solutions strategies third party trade Triandis uncertainty avoidance underlying interests US$8 million win-lose