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The formation of common ground is essential to building a dialogue amongst two parties. In addition, having faith in one’s own ability to solve problems, lends to build confidence and achieve credibility as a negotiator (Lewicki, 2007). Having motivation to work together allows for open disclosure to begin, which in turn facilitates clear, concise communication (Lewicki, 2007). By focusing on creating common ground or shared interests, both parties can begin to create value within the negotiations for their respective positions (Lewicki, 2007). When reversed, in situations where bargaining power exists in one’s own favour, integrative bargaining is still an effective tool at your disposal...
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