Indeed. Negotiation is about understanding what "finished" looks like. Winning is not always a desired outcome. There are two drivers in a negotiation - concer

Indeed. Negotiation is about understanding what "finished" looks like. Winning is not always a desired outcome. There are two drivers in a negotiation - concern for self, or concern for others. There are five approaches to negotiation depending on the degree of the drivers - integrate; oblige; compromise; dominate; and avoid[1]. There are times where you dominate your counterpart, and there are times when it makes sense to capitulate. You choose your approach based on your objective and your drivers. No mention is made of strategy, however. Negotiation is tactical, and it is useful to understand its place in a wider context. [1] http://www.negotiationlawblog.com/uploads/file/Organizational%20Conflict.pdf http://www.negotiationlawblog.com/uploads/file/Organizationa...