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Alcatel and Lucent Referring to the case and this chapter, discuss what conditions and negotiation factors pushed forth the merger in 2006 that were not present in 2001. The negotiation process includes the following parts: preparation, relationship building, the exchange of task-related information, persuasion, concessions, and agreement (Deresky, 2011, p. 164). In 2001, the Alcatel.
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