Tag "collaboration"

Not in the spirit of war

Taking a hard line may be fine—but only in the short term, and only if you really believe that your counterpart is your adversary. But negotiation is often a series of episodes, which means that considering your counterpart as a partner or a collaborator is the foundation of trusting and fruitful—and ongoing—negotiation. How the game is played matters more than who wins.* Approach negotiations as not battles to be won or lost; instead, create value and build an edifice of trust and synergy with the partners.

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