Everyone knows the rule of thumb that in negotiations it's better that the opposing side will be the first to give a proposal. And what happens if the opposing side has the same exact plan? How do you resolve such a situation? And under which conditions is it preferable to be the first to propose.
Written by: Prof. Leigh Thompson from the Kellogg School of Management
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What is the target point
By discovering the target point of the other side, the negotiations might be open to a solution in creative ways.
How can we understand the opposing side's target point and what is yours?
Written by: Vandra Huber from the University of Washington
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The art of diplomacy in negotiations
TED talk by William Ury, author of "Getting to Yes," offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations
To William Talk: press here.