Negotiation

I M P R O V I N G T H E P R A C T I C E O F M A N A G E M E NT Negotiation is not a emulous sport By Steven P. Cohen reissue # 9B04TD05 IVEY MANAGEMENT SERVICES July/August 2004 COPYRIGHT © 2004 To order copies or request permission to reproduce materials,please contact: Ivey Publishing,I vey vigilance operate c/o Richard Ivey School of Business The University of Western Ontario London,Ontario N6A 3K7 Tel: (519)661-3208 telecommunicate: (519)661-3882 telecommunicate: cases@ivey.uwo.ca Ivey Management Services prohibits any form of reproduction,storage or transmittal of this material without its written permission.This material is not cover under authorization form CanCopy or any some other reproduction rights organization. Ivey Business Journal Online is published by Ivey Management Services a division of the Richard Ivey School of Business. For subscription information,please contact: Tel: (519) 661- 4215 Email: ibjonline@ivey.uwo.ca or visit www.iveybusinessjournal.com Negotiation is not a competitive sport Taking a hard line may be fine -- but save in the short term, and only if you really believe that your counterpart is your adversary.

But negotiation is very much a series of episodes, which means that considering your counterpart as a partner or a collaborator is the foundation of trust and fruitful-- and ongoing -- negotiation. How the game is played matters more than who wins. puts itself in a position it cant learn out of without losing face. This is as current in international diplomacy as it is when a upraise tries to reach an agreement with a fifteen-year-old child. When parties adopt a position, locking themselves into a narrow range of acceptable outcomes, they often conclude that the or so appropriate snuggle to negotiation is to treat the process as competitive - where the outcome has to yield winners and losers. The short-term thinking that underlies this approach tends to vitiate the likelihood of serving the longter m interests of the winner in... If you want to get a full essay, order it on our website: Ordercustompaper.com

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