Centre Européen de la Négociation - Negotiation Skills Training - Consulting & Coaching

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Ghazal_Guerrre_positions
Why do most negotiations descend into a war of positions?

By Michel Ghazal 

Unfortunately, trench warfare is the daily lot of many negotiations. Thanks to the Mutual Gains Strategy, the negotiator has concrete tools at his or her disposal to avoid getting into the trenches and to help the other side to get out of them.

See also

the European Negotiation Centre, quoted in Le Point.

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