Industry Motivation in Negotiations
Commercial businesses have many interests that are not shared by the government In negotiations a failure to understand and address those interests can result in a less than optimal negotiation outcome. Money is not the only tool available.
The Fear of Negotiations
This course is part of a series of classes dealing with specific issues that arise in negotiations. In this class we discuss fear, power, and the importance of preparation in achieving successful win/win negotiation outcomes.
Compliance versus Commitment
Compliance is often the minimally acceptable level of performance. If you achieve that, it is accepted because that is the agreed-to standard. Generally, however, you want to be committed to do the right thing BECAUSE it is the right thing.