Skip to Main Content
Negotiation Madness
book

Negotiation Madness

by Peter Nelson
July 2018
Intermediate to advanced content levelIntermediate to advanced
124 pages
2h 50m
English
Business Expert Press
Content preview from Negotiation Madness

2. Phase Two: How to Debate

(i) Negotiation is like a debate with different rules

If we talk about negotiation, we really deal with two sides debating toward an outcome, except that unlike in a formal debate, there is no chairperson.

In formal debating, there is a question or a proposition (the ­Olympic movement has lost its purpose); one side must speak for the positive and the other the negative. Sometimes, such as in the legal question, answer YES or NO, “Have you stopped beating your wife yet?” there is no answer. Or the one side is obvious, while on the other it is difficult to justify. In negotiation, however, there are overall clear objectives where one person wants something from another.

Yet, in all negotiation, you make your points ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Negotiation Booster

Negotiation Booster

Professor Dr. Kasia Jagodzinska

Publisher Resources

ISBN: 9781948580946