Your supp uncer oincrow: Let me ce your plan agin. Ianto chech ‘and mabe sure your somes en pi the ay. Tor ping me thi chee The marketing chief har not yet won the agreement she i Seeking, but she has wom the negotiation ver the tule ofthe game. By reframing she has turned a pote tional confiontton iio a problem solving negotiation She and the budget director are now on their way toward negotiating a mutually sntisarory agreement ‘BUILD THEN A GOLDEN BRIDGE You ae now ready to reach agreement, having sucessfully suspended yout reactions, defused he oer side's emo. ions and reamed thee postion Stil hey may not agree You faethe barrier of ther disaisfction, They say be asking themselves, “What's i for me™ Things can si 0 wrong-—as they ll 100 often do ‘classic exampleisthe failure of what might have ben the words biggem media merger. Every sory has two Sides: hiss A Neaharts acount of ove he, i his own word, “lew the big one” In 1985, CBS was fighting 8 hose akeover bid by media mogul Ted Turner, New harh, president of Gannet had long had hi eye on CBS