Who is winning the negotiation? - Chapter 9
Can you (and should you want to) win a negotiation?
Principled negotiation is absolutely not about being the winner of a negotiation. Principled negotiation is about finding a better way to negotiate, that avoids you having to choose between the satisfaction of getting what you deserve and of being decent. It is about achieving a better process for dealing with your differences and each other. In the long run it will produce substantive outcomes as good or better than you are likely to get using any other negotiation strategy, while proving more efficient and less costly to human relationships.
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