Project the Outcome You Want

SOME time ago, I was involved in moderating an intense negotiation session. Two business moguls, one from the hospitality industry and the other from the real estate sector, were discussing the terms of a rental agreement for several of their premises. Both sides were skilled negotiators. Consequently, each came well prepared and with clear expectations for how they would like the process to unfold to their best interests.

The real estate representative took the steer by presenting his extensive list of demands. His negotiator partner did not fall far behind. The negotiation started to resemble positional bargaining more than a principled negotiation where both parties strive to find a mutually acceptable ...

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