Seven Tensions of Negotiation

If you are a professional, you have had some instruction or training in negotiation skills. What if I were to tell you that the training you received made you a weaker negotiator?

Negotiation is a basic human activity that arises out of wants, desires, needs, and disputes. You want something I have. I want to trade for something you have. You believe I wronged you, and you want damages. As organize...