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The trick is to determine which one you are going for prior to beginning
And being able to recognize what the other party is going for
•WIN – LOSE
• LOSE–WIN
•COMPROMISE
•LOSE – LOSE
•WIN – WIN
Separate: Separate the person you are negotiating with from the issue
Interest: Determine the Interests of the other party
Criteria: Develop criteria that the solution must meet to be considered
Provide: Provide options to choose from
