Metaphors Are Bridges: They Can Connect You to the Other Side—or Collapse Disastrously

By PON Staffon / Daily, Negotiation Skills

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.

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