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86559488

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COMMUNICATION PRE NEGOTIATION FORMAL NEGOTIATION POST NEGOTIATION PRACTICES PREPARATION PROCESS MODEL COOPERATION MANAGE POWER IMBALANCES BRIDGE DIFFERENCES DETERMINE OUTCOMES CREATE ALTERNATIVES IDENTIFY NEEDS FIND COMMON GROUND PRELUDE DISCOVERY PROBLEM SOLVING DECISION MAKING PERFORMANCE EVALUATION DIVULGE & PROBE VERIFY TRUST RELATIONSHIP BUILDING PURPOSE & CLARITY SEQUENCE & PACE OUTCOMES TOGETHER