Chapter 21: The Negotiation Blueprint
Solving problems where two people want different things. Most people view negotiation as a battleground. They enter the room with a "win-lose" mindset, believing that for them to get what they want, the other person must suffer a loss. But in the world of a master Problem Solver, negotiation is actually a collaborative design session. It is the process of finding a third way—a solution that addresses the underlying interests of both parties. If you are fighting over a single orange, the amateur solution is to cut it in half. The Problem Solver’s solution is to ask why each person wants the orange. If one wants the juice for a drink and the other wants the peel for a cake, they both get 100% of what they need. This is Integrative Negotiation. Part 1: The 5-Whys of Conflict When you
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