MHR 721 Chapter Notes - Chapter 3.4: Fine Art

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You have to be willing to make concessions to get concessions in return. We expect that you are now in a better position to make some changes to the project deadlines. An extra month for each milestone would help us i(cid:373)(cid:373)easura(cid:271)l(cid:455). (cid:863: notice that this statement achieves three goals. First, it labels the (cid:272)o(cid:374)(cid:272)essio(cid:374) (cid:894)(cid:862)this is(cid:374)"t eas(cid:455) for us, (cid:271)ut (cid:449)e"(cid:448)e (cid:373)ade so(cid:373)e adjust(cid:373)e(cid:374)ts . E(cid:272)o(cid:374)d, it ta(cid:272)tfull(cid:455) de(cid:373)a(cid:374)ds re(cid:272)ipro(cid:272)it(cid:455) (cid:894)(cid:862)we e(cid:454)pe(cid:272)t that (cid:455)ou are (cid:374)o(cid:449) i(cid:374) a (cid:271)etter positio(cid:374) to (cid:373)ake so(cid:373)e (cid:272)ha(cid:374)ges . Third, it also (cid:271)egi(cid:374)s to defi(cid:374)e the pre(cid:272)ise for(cid:373) that re(cid:272)ipro(cid:272)it(cid:455) should take (cid:894)(cid:862)a(cid:374) e(cid:454)tra (cid:373)o(cid:374)th for ea(cid:272)h (cid:373)ilesto(cid:374)e . While ea(cid:272)h of these ele(cid:373)e(cid:374)ts is (cid:272)riti(cid:272)al, (cid:374)egotiators often overlook the need to define reciprocity: make contingent concessions, each side learns about the interests and concerns of the other and makes good- faith efforts toward achieving joint gains.

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