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Chapter Outline
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Chapter 8 Negotiating for Mutual Gains 243

Negotiation in Everyday Life
Negotiation Is Part of Conflict Resolution
Negotiation and Culture
Equalizing Power

Destructive Ways to Equalize Power
Constructive Argument

Approaches to Negotiation
Competitive Approaches
Collaborative Approaches
Principled Negotiation

The Language of Collaboration
Competitive and Collaborative Phases
Collaboration Checklist
Summary
Key Terms
Review Questions






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