Negotiate interests, not positions?

Negotiate interests, not positions? — what studies show, and what they don't.

The research

Study: Fisher & Ury (1981, Houghton Mifflin)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Practical check in Lugano

Define one measurable indicator, test for a month, compare. To go further: explore the Advanced Negotiation training in Lugano, or browse our executive and employee training programmes in Switzerland.

In pictures: Advanced Negotiation in Lugano

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