Give to Receive

“Compromise is the art of dividing a cake in such a way that each party thinks they get a bigger piece." Harvey Mackay

Monday, September 20, 2010

A dog with a bone comes to a pond and sees its reflection in the water. It thinks it sees another dog with a bone and tries to grab that one too. In doing so, it drops its bone in the water and winds up with nothing.

T the fable is used by Harvey Mackay at the beginning of his article to illustrate the concept of what an agreement is. According to this, we cannot go to a negotiation with empty hands, we should expect to give something in order to get something else.

Even in the most difficult negotiation process, if there is cooperation and compromise from all parties, most things can be worked out.

(Article sent by Gabriel Calvo, from NAI Costa Rica)

More on this topic

Does Your Company Have a Negotiation Model?

July 2016

"Everything we do in a company to meet the goals of our strategic plan depends directly or indirectly on negotiation processes."

A proposal by Gabriel's Vallone, professor at IEEM, the Business School at the University of Montevideo, suggests that individual negotiating power should be extended in an integral - and in a manner bespoke to for each company-  model covering all business prospects and interests of all of the parties involved, both external and internal ones.  

The Art of Drinking for Business

May 2013

Art form or not, in China alcohol is key to doing business despite the government recently having it forbidden in official meetings.

"Anyone who does not understand the culture here does not win at the table," says the communicator Xiu Weiliang, who has risen to fame after launching his course entitled 'The art of drinking', which thousands have already signed up to.

Negotiating with China

August 2010

In the first meeting held no important issues are ever discussed, rather parties seek to build a relationship based on mutual trust and a sprinkling of friendship.

Trade with China is unavoidable. The Asian giant's economy is the second largest in the world and nobody can afford to ignore it, both for the power of its exports and the size of its consumer market.

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