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1. Separate the
Relationship with the People from the Substance of the Deal
Be hard on the deal, soft on the people
See the deal from inside their shoes
Make your proposal consistent with their value
2. Focus on shared Values and
Interests, but not in the Positions Each Side Takes
Values define the deal
Each side has multiple interests - be clear on
yours, discover theirs
3. In Stuck, Brainstorm
Options for Mutual Benefit
Think outside the box
Identify shared interest
4. Use Objective Criteria for
Decision-Making
Strike a deal based on principle, not pressure
Agree on fair standards and procedures
Frame issues as a collaborative quest
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