We were working with a client recently who asked us, “How do I get started with this negotiation?” She was probably asking what her first move at the negotiating table should be. But we answered with another question: “Have you thought about relationships?”
Most people preparing for negotiation are careful to figure out their own position. They may even list as many options as they can imagine and evaluate the pros and cons of those options. Some negotiators take the time to think about the interests and options of the other parties in the dispute. But few ask themselves whether or not the relationship they have with the other parties is, in itself, a value that could be enhanced or reduced by the current negotiation.
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Negotiation Guidance Associates 