Sunday, December 30, 2007

The First Principle of Negotiation (Excerpt from DECISION TIME!)

The first principle of negotiation is that you must be sensitive to the needs of others when you set priorities for what you hope to accomplish. If all parties have the same list of priorities, then it is unlikely that the negotiations will be successful. However, it is usually the case that there will be differences in the priority lists for the two or more parties to a negotiation. This will allow a final outcome where more than one party comes away from the process having satisfied his top priority goal. By being sensitive to the desires of others, you can set your priorities into a structure that makes negotiation success more likely.

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