A negotiation is more than a discussion of issues or a signed agreement. It is an unwritten judgment on the quality and character of the participants...
The absence in integrity cannot be offset by intelligence, competence, or tight legal documents. Without integrity, no deal, however carefully written, is worth much. Built into the transaction must be a high sense of values, the generosity to resolve subsequent difficulties equitably, and a commitment to meet the intent of the agreement. Integrity is always a big part of the price. Wherever it is lacking, you’ll find yourself shortchanged.
What is Face Negotiation Theory? Face-Negotiation Theory was conceived by Stella Ting-Toomey in 1985, to understand how people from different cultures manage negotiations. According to Ting-Toomey if someone feels that their image is being attacked, that person will shut down and try to save face, regardless of their cultural background...Read More
Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...Read More