My fab friends have lent me a book on
negotiating. I do a lot of negotiating (I have 2 children). I
recognise myself in the description of a “soft” negotiator where
the focus is on keeping a good relationship rather than “winning”
and is based on trust and agreement. The book is good for me in
showing that this may not be helpful for times when I have to
negotiate with someone holding a “hard” position who may be more
adversarial. Instead the book recommends not taking positions at all,
as then we get entrenched into defending or conceding them. It
encourages instead “principled” negotiation based on creatively
exploring options to meet everyone's interests. I'm liking what I've
read so far and will let you know how I get on :)
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