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going to agree to a deal. alternatives.
It’s a pity we couldn’t reach
agreement this time. After the negotiation
Unfortunately we appear unable  Compare the result
to settle our differences. with your objectives,
It would be better if we looked targets and limits.
for some independent arbitrator.  Examine the process
of negotiation:
the planning – the
strategies – team roles –
the issues.
 Learn from failure:
- what went wrong and
why?
- identify weaknesses
and errors
- discuss the plan ahead.
 Build on success:
- recognize success
- praise people
- develop teamwork and
partnership.

SUPPLEMENT READING

CROSS-CULTURAL COMMUNICATION
155