Interest Based Negotiations – Part Three

The negotiation process consists of four major components or stages: the establishment of ground rules, the selection and clarification of issues, problem solving to select viable options, and establishing a mutually beneficial agreement. Establishing ground rules is comprised of three elements...
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Interest Based Negotiations – Part One

There are two essential paradigms of negotiations; position-based and interest-based. We are born with the natural human behavior that leads us towards positional bargaining. Put two toddlers in a room with toys and sooner or later there will be a negotiation...
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