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The Art of the Deal: Is Ethics in the Picture?
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The Art of the Deal: Is Ethics in the Picture?
Can you walk away from the negotiating table with a contract in your pocket and your ethics intact?
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Value Negotiation
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The Pursuit of Value
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How to Get Your Way in Negotiation
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Read the article
The Pursuit of Value
It’s all too easy, if you have the upper hand in negotiations – whether it be through information asymmetry or generally a more favourable position — to make full use of a power play in negotiations to get what you want, with the winner taking all and the loser walking away empty-handed.
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Negotiate Value, Not Price, To Achieve Better Business Outcomes
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The lazy fisherman
Early morning. Beautiful unspoiled beach in Timor-Leste. Pleasant bright sun. A fisherman approaches, coming from the sea, where he had been fishing on foot. Carries four or five generous fishes and an open smile.
– Good morning! Looks like great fishing!
– Yes! Plenty of fish here!
– But why are you leaving already?
– I have enough for my family for today, so I’m going home.
– But you could fish much more!
– Why would I want to fish more than I need?
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– And then what?
– Don’t you see? Then you would be making a lot of money!
– Ok. And what would I do with all that money?
– Well, when you’re rich enough you could retire. And then you would spend all the time you wanted with your family and friends, doing what you like, enjoying life… being happy!
– Interesting… And what do you think I am going to do now??
The wise “lazy” fisherman knew the difference between interests and positions: his (and everyone’s?) key interest is to be happy. And he seemed very focused on pursuing it. Making money is often (if not always) a position I easily mistake for an interest. Most probably, it is just one of the options to meet my interests.
Negotiating to Win
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