Pay little attention to initial offers. Treat an initial offer as merely a point of departure. Everyone has to have an initial position. These initial offers tend to be extreme and idealistic. Treat them as such. Emphasize win– win solutions. Inexperienced negotiators often assume that their gain must come at the expense of the other party. As noted with integrative bargaining, that need not be the case. There are often win–win solutions. But assuming a zero-sum game means missed opportunities for trade-offs that could benefit both sides. So if conditions are supportive, look for an integrative solution. Frame options in terms of your opponent’s interests, and look for solutions that can allow your opponent, as well as yourself, to declare a victory.

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The Director of National Intelligence has contacted you regarding some Intel his team of analysts recently deciphered. The Intelligence team has spent the last 12 months tracking Iran’s Nuclear Enrichment Program. Using satellite capabilities the Intelligence division has been successful in keeping conservative monitoring on the Parchin Plant. Unfortunately, even after some of the strongest sanctions in history, Iran has still not given any outsiders access to the Plant and the US has been unsuccessful in getting confirmed intelligence from insiders. However, the Intelligence division has intercepted communications between Iran and one of its Uranium dealers. According to the communications on May 1st Iran will be receiving more than the necessary Uranium to activate a long reaching nuclear weapon. The Director of National Intelligence has contacted you as the Director of Nuclear Intelligence for the CIA to create a Mission Plan that would be successful in acquiring more supporting documentation that Iran is truly buying the large amount of Uranium for the purposes of arming a nuclear weapon. The mission is not to interfere in the dealings, but rather to obtain evidence Iran received the Uranium upon the completion of the sale. The President has called you separately and has reminded you this assignment must be both classified and handle with extreme care. He has expressed his concerns that the Intelligence be absolute and be confirmed directly by members of your team. He will not tolerate another incident where the United States is dragged into a war just to uncover there were no weapons of “mass destruction

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