THE Art of War, the iconic military treatise, begins with the description of the concept of Ji. It means plotting, planning, predicting, and analyzing—the ensemble of the steps that form the strategy of military action. Negotiation is not a war, but sometimes it may feel like it is. The two elements that govern any negotiation are task (the negotiation objective) and the relationship between the parties. These two factors are reflected either in the degree of assertiveness or the degree of cooperation. Task- oriented people will focus less on the relationship and the needs of the other party and will direct their energy toward reaching their objective. Consequently, their level of assertiveness will be higher. ...
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