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It’s about the process
We teach negotiation to business people and I was reminded again today that one of the key aspects of successful negotiation that too many of us forget is that negotiation is a process. If one side or...
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Lose-lose negotiation
You may have wondered why much of the political process results in outcomes nobody really likes. Perhaps it’s because the process is based on compromise. What’s wrong with compromise you may ask? Let’s...
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Compromise Is Not Win-Win; And Split The Difference Isn’t “Fair”
Compromise is not a win-win, it is in fact a lose-lose. You give up something you want in exchange for the other side giving up something they want. Often compromise is necessary at the end of a...
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