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    14 views16 pages

    8th Chapter PDF

    Uploaded by

    Humberto Massareto

    Copyright:

    © All Rights Reserved
    Download as PDF or read online from Scribd
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    CHAPTER 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS es amature naneemenn tnd pe, re Soe chetnammnmnessramas a me pwc om Pome See a temacbeaeiamionsr (CREATIVITY IN NEGOTIATION, | EE La aaa mane | homemade Retaaraateaaum | eee ed | seovceen?Fne nint pebee CAFTERS Cay Pen bie gi 17 ‘ier wren so "Tarun he ny wh nin can re et stamina ema pce ee “Seif pci in ese ‘ang acing ot il spe, [est Your Own creativity ie en ate on ut ne noc Sean yo Reif he apr re oe a he ae iterates Soccer ibe oa WHATS YOUR MENTAL MODEL OF NEGOTIATION? ‘ait gnston ree nt nena mecca ody ‘Bhan eae ingyen ed pele aig” {thsapam & Laven) Rete’ el meso th ee oma cts eh eon ao nostra ns ‘te md anc tt tate ars otek seeing Frey te mot cmon mel lf pinion an he ging ‘ote rece Nees tongue use or Epp ‘nei ger “Tom nal confereace oo hate ove Me Bacher wll Ii tne lose or tour om anon dor suey pee, ‘sats ok niet rage ben mae pan Oe ‘atoning mer el nec 8 non fc i ‘ans cens rao hn offs tn ewe oe ‘Wooden ements Spc Se wpe pete a ae ie gem ach econ (the at Sie ot oe S28 ps 3 ent thiol cones ova to usu eon are nish ISS nt guar eee aging mt spn {hate ponopten nano Ce 176 att Add enim a CHARTERS Crain Matin iin ior 177 ‘onepelen you wool vg ta cap ae i BC ‘nimi cgsasdget Sua ofc wet em utenti preMem ested by bd eups nj 8's sr SS pte able faye welddnt Bases nnn aD CRENTIITY TEST ae, eee seg ae ce atnca geapen_ SATNGBECSON! seeds tec o_o ae wri ou me aise Reva ste 7 ‘Tuo mer on she these SRE mre Teorewtmogoecir ees mgs din ou eee ete ee eT Wace Neti Mio Sepa eaten! set ence Corl paredarnoerneederte| omc 8570 ne ont ron oon te? secre gett Someta Ree once Sicticwaem tle Te ee ecreummat Srtrenunagum ie Siesta Fl Si rr net nex mates eames amp inthe liensxourneen thin a tay eer Te Scere ratte an ‘ Skee ant Selaaonrt anid nes zeae Font cquin inser omni — fd couneman ed See ese SR | | | Sennen awe Sretmnstontateyl Suan the mi ee ee ee tpg cach daytu tcos ao elenpa athe pa od SE mom rt dei rie oh I ne stipe yh Ht 48 178 ARTA Adel i Sah ecient Sit ecnice? ete ns seo Seti contendere an pein ee ze | eee une or atest eras! fcr atu ana myo Jeoatromtenrrinteteatl i espa aya em ect eTea ee eee Soret eave” meme tarreoerPRoaLEN" ren? ‘Sp ate man Thema Tak oe pp ep tue, ‘Nomi ie bid wom eae Seer ere ta psn tect Pron M2 Seema Gc mame cateee ate CAPTURE Crt an Pion Sin No 179 Game Playing ‘hep pie deat apn spe ow nd reg ey He et men pe eke ‘meen pope pep ch pes hs hbo brow eet id ih a eect ee ‘deed nin, eag, ry Fr, CEO of Fit Nate Corporation seks Sea car seme go int ‘fel wai gpa accra ced tn dexmed eores fet (US ane Pk 11892 ogo mt Po ses pa ‘Spin 2 png sling nk Partnership ‘iit el modo ein at me cl pip mode Sat cmc le te ‘tat ob par een ope nese i ‘Msn maks ties ric ne censor e Problem Solving ‘Teprbmanbng moda et el sya sung ve pe ‘Eimer ss dnt stay ean oS ee ed san oa "Winvettd neuen mesa deh an wth it eformance (ou Bote neg oe peat ah esa es ae ‘St mde hats ore sa es a une eres Setcomer In sb egies at ns ne se Merl in See ee Fa eee gr ca a ‘res atcens ophw ney (CREATIVE NEGOTIATION AGREEMENTS ‘City esinin fe fiona eWay ag a ‘cient ony ec ray apes (Satay eaten extn Pret & mee 180 PARTIE Add Moni Sar Fraconating Probie ino Sohable Pas \ Fane a sects wars etn (it a rian eon ma ue an Sicmieeshentr to nee a Seat pt ome ying Pci Fa cenit se ce etre eens nating peor nana daar te dace wanes stern ner Te acyl 4S fl oe i The aid eae iglesia ae ‘acai orig se let in om eine Se sky a) Foe me at ie ems (etc eyes poe et She Eno show Sey ie chan a eee aie bes ach wy oe an bees Perce termes cents pte ng et Ge rete ata ih teres esters on tect panorama nec om erm eee La apo te einer ae ‘efccuaer tam are ini tsce raton atteuacrano nay setae tatedarmertrrigaons cee iaitresaeasear carseat cate recess ere (Ra ee tat mcr ‘seagate meni ee {iti hit ep eto Heri tan erences seetnietary hvatetcue ee deers et cemeemctegemnae™ Societe pasommntaanchomactane Expanding the Pie Parmer esn imprant me y i cease aes ‘RRCRMRIE Seep hp ona in ome age ends vpn ve A os itm CHARTERS. naioand Paton ings inns 181 tig i ie pon nny ion ene ‘omy Ga reams et eft wa ‘Sn ep eno es Pap fe ie) oat schon ‘Wis ne en ey ne esc pr ado pee tether eh tn bck ies stint iene ee ‘on een eg htc ae ‘Sy nats hw a ea mde oe nl a a ern Scenes meres ptt i See a Iara apecmcntecnng cle any fran Pa [Northwest salmon sa beidging sation. fe potent a ost cutting any tte pope se a secng wn a Se ‘niin ates Co cane w ce e Seine cg ewes Ris Cy Gt Nie ‘ps ther of te too ca fon pte Ne Comer Sees pec ern er owas ry at ree ‘hp ee i Swe ome Samm he See Comey iy 3 eon wh ie Coen hernia oars Bia pede paren. Rare Comer ee 50 lin Nonspectic Compensation ‘Ensen pid coh gta we asian rapt a mt 162 PARTID Advwed eso Sh scan nega a Sniogeaten chmteawamnrets tins ine cme oe ‘Sette rman sings wee oF sa sac haurenes Scena apy etc ce neta iy ee eae nnn ott oe tax hi 14 see ate ea poe da a armour oe A ‘sa om sme cay re eon nd mm =, sna en fe tema inves ser in aun componecan bu obe ae er ye Ao etc fame mina rn ea Orel ee soe oe enn wince gators cones om en eed ‘remnant To ee ene eis Sra aroma Sesto a eteence screenees | ie Si emcee eh my ed eco mee CHAPTERS Cust ad im ong eins 185 to ute detsrning BATMAN oracle othw mae a ‘Shion Somcs dotnet) Scar 1 Piro Use Contingency Canc "Cle ion enna cna op fe cee eu oe ‘Secemays moe muro mnt ts tn US Diptent hs [DO se a api TBM, warps Sane pope es neta eae ebony So marr Te Bay aoe n mates i ee cone ea eens eee Shun eer enc eves inn open at agen "aul inet ching oes Cogn tc pve Bitefbng cate ‘och ht edt 188 PARTIE Adal Monin Sie | - a Si BENEFITS OF CONTINGENCY CONTRACTS * Seaereue aoe ee shou =e cecceaa Se ‘omen Soopers oneness ‘cercansas ‘Salen sn eran cece {tou er Be ai De. 1158 Siac Scecaieratga emcee ae Spnirtnirnenaat uecamemse SSRI sin etc eaen scrap cree atucr ane os ast ty vey Cor sims ote Benes of cote SH = on gh we blew Chat contingency cota a be va in many Mid cect ern at senteaeeeseeanton Sueno CHAITERS Cr an on Sie Nr 18S ec he a ifn te sa ‘wenn price inci, hv towing them ome th ras tht Secteur 2. Paneth ste nr oh come cnr Under ‘Slouone bcc he cot oon fects bec Tmo ‘Rph vl bp a om hr ean cc pr ep * feanonccoortchsts ents lj eee races ps ‘cong onsen epee ese ap ‘Sie Res emnieatee ccna asd ‘THREATS To EFFECTIVE PROBLEM SOLVING AND CREATIVITY ‘At he hi ce nen ey HEE erne: one ak sae urns ead eat ide ms ips emi hc a tee ‘egies merino oem Srp ‘The Inert Knowledge Problem ‘Sermon aera ea pre poe pute ape oe seis a topes yao ge cn ad mo wef nba eke sing a reonng Peeesenfas ‘Silty mnt ler sang pts (on ess {Sms enn Rater Ft er unl se ca fem KH ow [87 ro ied eval ont ip teary ante spi oe oben egg ne ohne pce | 196 AC Asad Min se CHAPTERS. Cratnyand tion Sing Nees 187 [THE FORTRESS STOR Aslam iop and woke tat ‘ars ad villages Many i pasa, bt the stor ood Mbigeerca nwt pepe Mle ie ck ees incttecoumty othe dur Iie gr Wea ioneyino sal peed taka caenstssatnibecy: eatin nena wees ee Smeottcractindagtotcornen let nol niet he ea oe Soyo sac Hoes 79 ought pd eye aces (Senet itetng eee anne rel st toca tamale oti’ tnhcehegeniemtc near ‘tutta omnctlspaner tem (et Han nd fam tay bene i vcd te Da) [THe TUMOR PROBLEM Supe youre do fed wh ugh ayo mar a atone ami oa Seo ret la Ue ait Wort ite ete ‘ ‘Ny psy eto chi aon 9 TR eyiosaan:—mlgeeon Dai). ities eestor ef ements ee wre ly steam Ste see fe mys Hale Pa ok ‘Beene ws rst an ps ile cet sae plo at ‘Gorm inp or eres Suse eect tt tet stn og (ies sett men omer ee ene el wd peal do mt eprint ci Rape ore nee sortie dmtormnce sons cmce srs i Say ied a alan hee aha 1 eo ana tn nen eae thee alsa) epee en ae ‘Sout fl palms een este “Ivan fen ce eatin ee MBA en eon

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