Negotiation: What If They Don’t Play Fair?
One of the signs of a healthy society is that people are able to negotiate their differences in a civil manner. One of the ways to do this is to focus on principles rather that positions. Once you take a position, then it becomes a kind of war because you have to defend your position. Focusing on principles frees you up to consider alternatives solutions, the idea being that, in a successful negotiation, both parties…