We provide a focused review of the extant negotiation literature to address four highly salient objectives for contract negotiations: how to maximize the likelihood of reaching a [good] agreement; how to reach an agreement that will fulfill its intended purpose; how to reach an agreement that will last; and how to reach an agreement that will lead to subsequent negotiations. Throughout the article, we rely on integrative negotiation as the key strategy to achieve these objectives and review work that has highlighted the specific tactics involved.
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