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Technology Stocks : Qualcomm Incorporated (QCOM) -- Ignore unavailable to you. Want to Upgrade?

To: Greg B. who wrote (16503)	10/15/1998 12:14:00 PM
From: bananawind	Read Replies (1) \| Respond to of 152472

Greg, Thanks, very interesting indeed. QCOM's fairness principles, particularly the third one, sound exactly like the "objective standards" that are recommended. This method, called principled negotiation or negotiation on the merits, can be boiled down to four basic points: People: Separate the people from the problem. Interests: Focus on interests, not positions. Options: Generate a variety of possibilities before deciding what to do. Criteria: Insist that the result be based on some objective standard.

To: Greg B. who wrote (16503)	10/15/1998 5:30:00 PM
From: Dave	Read Replies (1) \| Respond to of 152472

Off Topic Greg: Excellent post. I even printed it out and am going to keep it. This Negotiating Primer in some ways reads on my statement of the Q lowering the royalty rate in order to get CDMA2000 a part of W-CDMA. See this comment which you bolded. In positional bargaining you try to improve the chance that any settlement reached is favorable to you by starting with the extreme position, by stubbornly holding to it, by deceiving the other party as to your true views, and by making small concessions only as necessary to keep the negotiation going. At this point in time, judging from the press releases, I would view it as "soft negotiating" However, since none of us are present at the actual table, it could be hard positional bargaining. Again, excellent post. dave