Tufts Magazine, Tufts University: Negotiating Life
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)
Using an objective standard can strengthen your proposal and eliminate emotional bias. In this article, the author illustrates the concept in concrete terms and prescribes a series of steps for referring to independent standards in future negotiations.
