Negotiating for success: Stop splitting the pie, start growing it (George J. Siedel)
Most people approach negotiation as a zero-sum game: for me to win, you have to lose. We fight over who gets the biggest slice of the pie. But what if the most successful negotiators aren't the ones who fight hardest, but the ones who bake a bigger pie?In today's 5-minute briefing on Professor George J. Siedel's essential guide, "Negotiating for Success," we explore the critical difference between distributive (dividing) and integrative (expanding) negotiation.
Discover why focusing on interests, not positions, is the secret to unlocking value that wasn't there before.
