September 2007
Beginner
224 pages
2h 42m
English
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Truth 22. The postgame
Can you imagine inviting a guest to a dinner party who shows up, walks in the door, sits at the dining room table, eats, and then leaves? That would be absurd. You would expect that the invited guest would socialize with you before as well as after the meal.
Usually, negotiators get the point of socializing before the negotiation. But, often, they truncate the conversation and immediately leave. Negotiation etiquette dictates beginnings, middles, and ends.
Successful postgames should serve two purposes in negotiation:
Cementing the deal (making it hard or impossible for parties to retract agreed-upon deals)
Paving the way ...
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