Success in negotiation, according to Professor Robert H. Mnookin, Chair of the Program on Negotiation, depends largely on being capable of managing each of the three tensions that he defines as being inevitable within almost any negotiation process. These include the tension between how to expand value and how to divide it, the tension between empathy and assertiveness, and the tension between principals and agents.
In this video, Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight, also describes how important it is for all of us to learn how to “de-demonize” each other and that in most cases it is better for all to negotiate rather than fight.
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