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1. Based upon the Thomas Killman model for negotiation – which considers concerns for substance and relationship – what strategy is used to create a win-win solution?
2. What is the primary reason negotiations between team members fail to reach an agreement?
One side lacks negotiation training.
One side is unprepared.
Both sides get emotional.
3. What is the “Red Herring” negotiation tactic?
Drawing attention to a minor issue in order to get a concession on a major issue.
After a tentative agreement is reached, one side inserts a new issue into the discussion.
Completely change the discussion to a topic that has nothing to do with the negotiation, such as a fishing trip vacation.
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