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Satisfying mutual interests and achieving mutual gains

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Many negotiations appear to lend them selves to only distributive, fixed-pie outcomes. For example, when buying a house or a car, negotiations often seem limited to discussions of price alone. What other situations do you think offer limited fixed-pie outcomes? Thinking a little deeper, what are some underlying needs and interests involved with these situations that can be explored? How can you convert these situations into discussions about satisfying mutual interests and achieving mutual gains?

Reference no: EM131045638

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