1779815749576
May 26, 2026 17:18
· 1:23
· English
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· 2 Højttalere
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In The Art of War,
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Sun Tzu posits that every war is won or lost before
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it even begins.
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Whether one seeks to negotiate directly or otherwise
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recognizes the advantages of employing a mediator to facilitate the negotiation,
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it's important to view negotiation through a variety of different lenses.
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First,
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is the negotiation and exercise primarily focused on claiming
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or creating value?
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Where does the discussion of power and how it is exercised fit into
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this analysis?
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Recognizing negotiation as a process that evolves
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over time,
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what are the definable stages of that process,
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and what does that perspective tell us about predictable challenges and
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strategic responses?
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Finally,
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what are the predictable emotions in negotiation,
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and what influence will they have on shaping the negotiation itself and
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obtaining desired objectives?
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Understanding these important perspectives in advance of any negotiation
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and employing a trained professional mediator to assist in
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facilitating the conversation will ensure that everyone can successfully
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Speaker 2 (1779815749576)
navigate the negotiation battlefield.
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Nelson Mandela said it best.
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Negotiation and discussion are the greatest weapons
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we have for promoting peace.
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