2Recognizing Opportunities and Positioning to Negotiate

Several years ago at our regular Tuesday morning game, my tennis partner arrived close to tears. It was obvious that we had to spend some time talking about what was troubling her before we got on the court. As her colleague, I knew she was going through a challenging time. She'd recently put into motion a plan to adopt a child from South America. In fact, she had just received notification that all had been arranged for her to travel to Paraguay the following month to pick up an eighteen-month-old girl. Her maternity leave had already been set. Anticipating her new role as a single mother, she'd prepared for the challenges she foresaw.

On the day before we met, she was shocked when the ...

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