By the end of this chapter, you should be able to:
• List the four categories of blocks that may arise during negotiations.
• State the seven criteria for knowing when to focus on resolving relationship conflicts.
• List three criteria for effective negotiating processes.
• State three reasons why applicable criteria may become a block in your negotiations.
Negotiating is a process of removing blocks. Negotiating is what we do to get what we need from others. If there are no blocks, then there is nothing to negotiate. Identifying and removing blocks ...