1: THE PROBLEM – Don’t Bargain Over Positions
Chapter one explains that when negotiating, it is important to maintain positions at all times. A position is where you stand in an argument and defines what you are negotiating for. As you argue your posistion, you are less likely to bend on that position because you continue to defend it, the stronger bond you form with it. The chapter also discusses the two types of negotiation that are usually seen which include either soft or hard negotiation. In hard negotiation, both parties are considered adversaries and holds the negotiation as a competition in which only one party can win. Soft negotiation focuses on maintaining a friendly relationship between the two parties involved and is more likely to promote a loss in order to make a deal. In both... [continues]
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