The Elements of Negotiating Institutions
Institution builders must negotiate to achieve their goals. Indeed, they do so to such an extent that one may say that institution building is essentially a process of negotiation and that institution builders must be effective negotiators if they are to succeed in building anything. The purpose of this chapter is to examine some basic negotiation concepts.
Negotiating Positions and Interests
Negotiation can be defined as “a process of communication by which two or more people seek to advance their individual interests by agreeing on a desired course of action.”1 As the definition indicates, interests of the parties are key factors in driving any negotiation. What are interests? They are not ...
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