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. This framework includes 10 traits that cover in a more rational manner to styles and objectives of alternative approaches to the negotiating process. The negotiating approach and style of the teachers in the Middletown contract dispute are assessed in relation to the 10 traits and the alternative approaches postulated by Salacuse (1998). The assessments are as follows:

Trait: Goal. Negotiating style and approach alternatives vary from "Contract" to "Relationship". The Middletown teachers adopted a hard position demanding a contract before ret

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