Negotiate Interests, Not Roadblocks
Use Harvard Principled Negotiation in a live civil-affairs exchange.
Chief Rafiq R Municipal works chief 1 Open 2 Clarify 3 Close At 1740, a municipal works chief refuses to release a grader for route clearance: "No equipment leaves my yard." The patrol leaves in 36 hours, and arguing authority will make tomorrow worse. The reply changes both the immediate answer and the next engagement. conversation beats trust account Harvard Principled Negotiation Principled negotiation separates people from the problem, focuses on interests rather than positions, invents options before deciding, and uses objective criteria. Civil-affairs teams often negotiate without ow Interests create trade space; positions freeze it. Partner: "You people arrive…
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