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In essence, both companies realized we had interests to promoting our own products at the tradeshow to gain market awareness and potential sales opportunities. In addition, each company was interested to minimize the cost of working on this joint demo or financially supported if the other company had to perform the majority of the development...
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generate alternative solutions to the problem
Once we had agreed on a common definition of the problem and understood each other’s interests, we generated a variety of alternative solutions by using
Expanding the pie – For example, we can offer software with engineering support free to our partner while they performed the integration using their own resources and pay for marketing and promotional expenses for the tradeshow, or
Logroll –...
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