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This document discusses strategies and tactics for integrative bargaining. It provides an overview of key aspects of integrative negotiation including focusing on common interests rather than positions, exchanging information, and inventing options for mutual gain. It outlines four major steps in the integrative negotiation process: identifying and defining the problem, understanding interests and needs, generating alternative solutions, and evaluating and selecting among alternatives. Finally, it discusses

Author

Ashenafi Abera

Language

EN