The Negotiator Magazine

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Successful civilized negotiation is based on the understanding that one can better serve his/her interests by collaborating with other parties who have the capacity to provide resources or services that make the whole greater than the sum of the parts. Negotiation is about making the future better, gaining buy-in from the interested parties, and adding value to the situation each party faces. Negotiation is a constructive process.

Many parties to negotiations fear other parties because of their reputations, their perceived power, or their use of sneaky tactics. Countering these obstacles to a successful collaborative process requires looking for answers to several questions and/or using a variety of techniques including the following:

Steven P. Cohen, author of Negotiating Skills for Managers (McGraw-Hill, 2002) is president of The Negotiation Skills Company, Inc. (www.negotiationskills.com), a global coaching and training firm headquartered near Boston, Massachusetts.

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November 2004