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It seems as though in negotiation the assumption of the fixed pie is a powerful anchor point. We often overlook the possibility of an integrative settlement (one in which both parties get what they want) because we assume the situation is a win-lose proposition. What mechanisms might we employ to direct our negotiation efforts toward more win-win outcomes? Have there been any noteworthy successes in this respect?
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I think in large regard to realize a win-win situation in negotiation, principled negotiation needs to take place. In effect, the individuals who are involved in the negotiation …
