Project Management

10 Key Lessons On Negotiation - Part 2

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Executive Summary

Negotiation is not merely an act of joint problem solving. Although it undoubtedly does assist in removing a problem from the negotiation table, this is a rather restricted view of what negotiation can achieve. By defining negotiation as joint problem-solving it is assigned an inward focus towards the removal of the problem and therefore is past or present related. When negotiation is, however framed as opportunity finding the primary focus becomes outward and therefore future orientated. The problem is then the stimulus for jointly exploring a wide array of opportunities that will not only remove the problem from the table, but also unveil new possibilities than can be jointly exploited.

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