seven elements

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A framework for understanding and analyzing negotiation. The seven elements include interests, legitimacy, relationships, alternatives, options, commitments, and communication. A seven-elements approach can be particularly helpful during pre-negotiation preparation. (Michael L. Moffitt and Robert C. Bordone, eds., The Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 280).

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Morgan Guaranty Trust Company

Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher

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