OBSTACLES LA NGOCIATION INTGRATIVE

1
OBSTACLES TOINTEGRATIVE NEGOTIATION
Gilles Gauthier Institute of Applied Economics
Source URY, William. Getting Past No
Negotiating your Way from Confrontation to
Cooperation, New York, Bantam, 1993, p. 6-9.
2
OBSTACLES TOINTEGRATIVE NEGOTIATION

• 1. The reactions of each party
• 2. The emotions of each party
• 3. The positions of each party
• 4. The insatisfactions of each party
• 5. The power of each party