What do you think of when you hear the word NEGOTIATION? Ambassadors and generals seated around a mahogany table, wheeling and dealing nuclear weapons and the fate of nations?
OPEC oil ministers nose to nose with oil company executives? Labor and management locked in a 12th-hour contract struggle? Buyer and seller haggling over the price and terms of a cow or a car? According to Dr. Israel Unterman, most of us do think of negotiation in this limited, tough-guys-finish-first, win-lose sense. Continue reading