When a negotiator draws conclusions about the counterparty's true interests from their responses to packages of different offers,the negotiator can discover opportunities for joint gains through the process of:

Question

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Inductive reasoning involves drawing conclusions based on observed patterns or behaviors. In this case, the negotiator is analyzing the counterparty's responses to different offers to try to uncover their underlying interests. By doing so, they may be able to find mutually beneficial solutions that were not initially apparent.

When a Negotiator Draws Conclusions About the Counterparty's True Interests