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Secrets of Power Negotiating by Roger Dawson

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Chapter 65The Organizational Drive

You may find yourself in a situation where the other negotiator seems to have a fine Solutional Drive. She really wants to find the best solution but the problem is that it has to be a solution that she can sell to her organization. This happens a great deal in congress where the senator or congressperson is eager for a sensible compromise but knows that he would get pilloried by the voters in his state or district. In close votes, you’ll see this all the time.

On both sides of the house, the politicians who have the support of their voters will commit quickly. Those who will be in trouble back home may want to support their party but are reluctant to toe the line. So, the party leadership counts noses to see ...

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