Some negotiations are like sailing in and out. Others – not quite. Why do so many negotiations fail and other, while successful, still present a thorny winding road to the participants? Why should people suffer through negotiations instead of just talking?
While there may be many reasons for not actually getting what you wanted in the first place in the negotiations and feeling frustrated about the results, should we actually make our lives harder than needed? What is the reason that many people think negotiations are a hard job? Why do they get drained out in a course of a short two hour business meeting that happens to be labeled “negotiation”?
I have a theory. It all has to do with expectations. Should you come to the meeting without particular expectations, you would be fairly objective and could actually follow the logic of the arguments on both sides, see compromises, do your job. But what happens when you come to such a meeting carrying expectations?
Expectations can never be met. It’s a rule and it is dead simple. We are all different people and different organizations. It is extremely unlikely that we think in entirely similar ways and will form …
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