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integrative bargaining

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    Negotiation Frames Entry #0337

    The reason a package beats a sequence of single issues

    Discussing issues one at a time turns every item into a win or a loss. Bundling them allows trades in which both sides record a gain.

    Adept
    The hidden part #0337

    A sequence turns every issue into a contest. A package turns every issue into a currency. The second produces deals the first cannot reach.

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    Negotiation Frames Entry #0349

    The reason a negotiation about price is rarely about price

    Price is the one issue both sides can state without exposing anything. It becomes the language in which every other disagreement is conducted.

    Master
    The hidden part #0349

    Price is the only issue that can be argued without exposing anything. That is why other disagreements arrive translated into it.

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