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They saw little risk in agreeing to it, because if an invasion of the city proved necessary in coming days or weeks, the extension would allow President Bush and other officials to say that they gave negotiation every chance.
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Professional negotiators understand that their greatest source of power in a given negotiation is their BATNA (for more information, see also Find Your Best Alternative to a Negotiated Agreement and Create Value in Integrative Negotiations), or best alternative to a negotiated agreement.
But have we given negotiation a bad name?
That is, our greed determines how we define fairness in a given negotiation situation.
When you're delivering bad news, procedural justice, the perceived fairness of a given negotiation, becomes an important consideration.
Clearly the diplomats had a trained ability to think about the big picture of a given negotiation.
And in a given negotiation, you'll be reading off many programs, and you'll have to decide which of those programs is more relevant.
The diplomats taught the groups, faculty and executives alike, to think more broadly about information that is not obviously relevant to a given negotiation but is crucial nonetheless.
The lesson: Before you engage in a given negotiation (or whenever talks stall), consider whether a better deal might be lurking around the corner.
Whether members of our reference group are participating in a given negotiation or not, we care about how well our results compare to theirs.
He was a founder partner of The Ambassador Partnership and has given negotiation skills masterclasses for international organisations, European governments and Guardian Masterclasses Rachel Millington is a director at M&C Saatchi PR.
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Justyna Jupowicz-Kozak
CEO of Professional Science Editing for Scientists @ prosciediting.com