Open Information Between Buyers and Sellers in the Age of Partnership
In the United States and Europe there are deep seated structural barriers separating the organizations of sellers and buyers. For partnerships to work best, openness between the parties is necessary...
It is not unlike what the United States faces in dealing with Japan and its large trade surpluses. We want the Japanese to be both open and penetrable. The question is, “Is this likely or possible?” The following, which appeared years ago in the New Republic, is apropos to our discussion.
To understand this issue (openness vs. penetrability), recall the Tarzan movies of your childhood. The jungle may be closed to you because the natives, led by the chief, are shooting poisoned arrows at you. But if they are not, and the jungle is open (and inviting because of the gold that it promises), the progress of the safari through the jungle is constrained by the tall grass and the thick vegetation. Then again, the path through the jungle is hazardous because of the dangers posed by traps, laid by natives to hunt animals but inadvertently dangerous to the safari as well. In short, openness and penetrability are different things.
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
Happy Holidays to you and yours! Chances are very good that you had to negotiate with at least a few people to figure out what your holiday plans would be this holiday season, and chances are good that it didn’t all go perfectly smoothly. If you are all still on speaking terms, that’s probably because you utilized some of your best conflict resolution tools...Read More