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Chapter 4 Integrative Bargaining

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Chapter 4 Integrative Bargaining 저자: Mind Map: Chapter 4 Integrative Bargaining

1. Integrative Vs Distributive Bargaining

1.1. The Integrative Negotiation Process

1.2. Thompson's Pyramid Model

2. Categorization Methods

2.1. Key to Successful Integrative Bargaining

2.2. Limitation of the categorization Method

3. Interest Based Bargaining

3.1. Priciple of IBB

3.2. Advantages and Disadvantages of IBB

3.3. IBB at work