People are often averse to negotiating, seeing it as an ‘unprincipled’ game of winning or compromise.  But like it or not, most of our interactions involve the exchange of value.  And the model of Principled Negotiation can really help us succeed with client and other relationships.

The book Getting to Yes by Fisher, Ury and Patton created a little revolution when it was published in 1981.  At the time, the dominant model was what the book refers to as the Hard bargaining approach, or positional negotiation...

By Daryl Landau of Common Ground, helping businesses to manage conflict. 
Contact info:  @DarylLandau | 416.763.6205 |
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