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The Conflict Gets Personal

The Conflict Gets Personal

  • Define the issues.
  • Assemble issues and defining the bargaining mix.
  • Define the interests of both parties
  • Define the resistance points.
  • Define Michelle’s alternatives and select a BATNA.
  • Define Michelle’s objectives (targets) and opening bids (where to start).
  • Assess constituents and the social context in which the negotiation will occur.