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Conflict Management and Negotiation Skills
Notes 10.7 Packaging the Issues
A fourth key to integrative bargaining is the ability to package issues for trades. Packaging
generally refers to the process of combining two or more issues into one proposal that provides
something of value to each party. When several issues are identified in the first steps of integrative
bargaining, the process may appear to be unwieldy. Certainly if 40 or 50 issues are on the table,
which is not uncommon in complex negotiations, the task at hand can be overwhelming. In
addition to the trade-off exchanges of step 4 in the integrative process (see Figure 10.2), in which
only two issues at a time are traded by the parties, packaging of several items at once can
provide two distinct advantages. First, by including several issues in a single packaged proposal,
the entire negotiation process can move forward faster, as more issues are “removed from the
table”.
Box 10.3: Tactics for Success
Contd....
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