What are the risks?

You have misjudged the opponent’s intentions

The catastrophic negotiation in Munich in 1938 is a terrifying example of what can happen if we misjudge the opponent’s intentions. After having returned home from negotiations with Hitler, Chamberlain waived an agreement around and talked about peace in our time. He was absolutely convinced that he had averted the threat which Hitler posed. Hitler’s experience of the negotiations was an entirely different. He saw Chamberlain as weak, accommodating and spineless. Hitler assessed that Britain would not dare interfere if he continued his expansion. With the agreement in his hand, Hitler dared to let his military engine roll forward and turn Europe into ruins. Churchill was the only ...

Get Negotiating Partnerships: Increase profits and reduce risks now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.