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The Negotiator’s Dilemma
Sometimes when parties negotiate, they are fixed in their
position. In this positional approach, parties treat conflict as a
contest of wills; an integrative approach is a more cooperative,
open dialogue between parties. A negotiator’s dilemma is the
choice one must make to produce a successful negotiation.
Research the negotiator’s dilemma further and discuss the
following:
Share a scenario or a personal experience and present a
negotiator’s dilemma to the situation.
Compare the advantages and disadvantages of different
approaches to reach a resolution.
Share the approach you might adopt and explain your reasoning.

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