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Training Framework 1:
Negotiating Everything You Negotiate Now, Only
Better
This framework is offered as a way to
think about factors that control much of what happens in "everyday"
negotiation, but that are often obscure to the naked eye, such as
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The "frame," or overall
view, your
counterpart (or you) may have adopted unthinkingly;
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Why sometimes it's best not to negotiate (and why parties routinely
misunderstand this, at immense cost);
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How different ideas of "fairness" are
necessary to, but frequently undermine negotiation;
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How some common metaphors can trip
you up (metaphors
being central among the tools we think with, we tend to use or misuse
them without noticing);
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How to begin managing a conflict when not everyone involved is
ready to admit that a conflict even exists. (Training can be designed to
serve as a safe and practical way to help with this.)
Other training frameworks:
2. Negotiating With
People Who Are Not Like You
3. Planning for a
Specific, Important Negotiation
How we develop new material
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