Law Practice
Aug. 25, 2001
Emotional Baggage
Negotiations are multidimensional. Inexperienced negotiators, however, often focus primarily on the substantive matters, such as the costs and benefits of one offer over another and how to divide the pot of gold.
Negotiations are multidimensional. Inexperienced negotiators, however, often focus primarily on the substantive matters, such as the costs and benefits of one offer over another and how to divide the pot of gold. They often ignore the emotional interactions between the parties to the negotiation. This is a formula for disaster. Effective negotiators n...
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