In negotiations, there is always a tension between trying to achieve the most effective outcomes for your side of the table and trying to build and maintain relationships with the other parties. The difficulty is greatest when both the outcome and the relationship matter a lot, and where any tradeoffs you make favoring one over the other come with benefits but also with substantial costs.
Advisor
About The Author
Moshe Cohen is President of The Negotiating Table, a firm that provides mediation services to people in conflict as well as negotiation and conflict management training. Since founding the firm in 1995, Mr. Cohen has mediated hundreds of disputes in a variety of settings and in a multitude of topic areas, including workplace and employment disputes, discrimination complaints, torts, civil litigation, landlord-tenant evictions, divorce, family,… Read More
Don’t have a login?
Make one! It’s free and gives you access to all Cutter research.