Tufts Magazine: 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)
When used prudently, metaphors can dissolve barriers between two sides in a negotiation. They can just as easily alienate and dissuade, when used recklessly. In this article, the author shows how to manage metaphors for maximum effect.