Forum (Forum & Focus)
Mar. 31, 2009
If Negotiation Is a Play, Mediators Must Direct the Show
Negotiation is a play - so mediators should consider the characters, setting, timing and how to manage the stage.
FORUM COLUMN
By Robert A. Steinberg Negotiation is a play. As one of its authors, you can influence its outcome by stagecraft. Consider your characters, your setting, your timing and how you manage the stage; and think about how to use these elements to gain advantage. The main characters are you the advocate, and your fully authorized client. But negotiation is an exercise in observation; perhaps send a larger team for more eyes and ears...For only $95 a month (the price of 2 article purchases)
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