Why taking a position is the wrong way to negotiate a complicated agreement

Why taking a position is the wrong way to negotiate a complicated agreement

We often take negotiating positions because they are easier, both to define and to understand, than the principles that underlie them. It’s often not even be the best position, just the one that we have chosen that will do well enough for now. Principled negotiations allow you to find the unexpected, better option, that nobody had even considered when the negotiations began.

Many of us recognise intellectually that we need others’ knowledge to solve big problems, yet we still lack the motivation to collaborate.

Harvard Business Review

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The Journey to Collaboration

The Journey to Collaboration

Going it alone can’t be the most efficient way to get everything done, and in the long run, it isn’t even the most satisfying. Business collaboration takes time, and effort and energy to make it possible for the essential trust and understanding to develop, but when it’s in place, you do more, in a more aligned way, more sustainably.