Learning from the following favorite words：
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You can’t win at win-win negotiation until you find your way into the trading zone. A joint fact-finding process can help you get there….Use the results of joint fact-finding to get your counterparts to go to their back table and force a reconsideration of their interests.
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Learning from the following favorite words：
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The advisers’ initial findings are likely to trigger a set of second-order questions, and the parties shouldn’t hesitate to send the analysts back to work. Although repeated face-to-face exchanges will be limited by time and money, a collective examination of a range of what-if scenarios is crucial to finding the trading zone.
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Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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It’s important that the parties engage in a face-to-face exchange to consider what their advisers have produced. Advisers can present various courses of action, highlighting the probable gains and losses associated with each, but decisions should be made by the parties.
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Learning from the following favorite words：
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Whether negotiations are taking place inside a corporation or in a more public setting, all parties need to meet with their hired technical advisers throughout the entire joint fact-finding process. Joint fact-finding will fail unless open communication exists among technical advisers, the negotiating parties, and each side’s constituents.
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Learning from the following favorite words：
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Define the appropriate methods of analysis. It is important to ask all advisers to subscribe to the ground rules. They also need to make explicit the assumptions they bring to the task at hand.
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Learning from the following favorite words：
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The simplest way to generate ground rules is to have a trusted intermediary, such as a professional mediator with the appropriate technical background, carry drafts from party to party until they reach agreement.
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Learning from the following favorite words：
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Negotiators often lack the technical expertise necessary to formulate credible solution to their disputes or find answer to questions such as: What effects will a specific action, such as a new plant, have on key constituents? How might possible effects be enhanced or mitigated? Talks are likely to remain at a standstill until answers are generated that all parties at the table accept and understand.
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Learning from the following favorite words：
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Sometimes, the best way of dealing with a negotiating partner who ha adopted an irrational negotiating posture is to confront them with the facts and, if possible, try to involve them in a process of joint fact-finding
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Learning from the following favorite words：
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If the analysts have a hard time communicating with the parties or with one another, an intermediary with the appropriate technical background may be needed to carry the joint fact-finding process forward.
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