KEY ELEMENTS OF NEGOTIATION: FOCUS UPON INTERESTS – NOT POSITIONS
The position/s we take and argue for during negotiations is motivated by and purportedly represents our interests. As Fisher, Ury and Patton (1991) advise, ‘Positions are something that you decide upon. Your interests are what caused you to so decide.’ Unfortunately, too many negotiators become so focussed upon and locked into their surface positions that […]
KEY ELEMENTS INDICATING THE STRENGTH AND HEALTH OF A COLLABORATIVE ENTEPRISE
As part of my research I have identified the following key elements that indicate the health and strength of collaborative organisations.- • History of working together – also referred to as Heritage relationships – poor relationship history is a challenge for collaboration • Mutual Concern (interests) – aligning self-interests into collective interests – motivation is […]