[The pros and cons of in-season negotiations]When Tom Condon drove to Indianapolis to tell Colts president Bill Polian that Peyton Manning no longer wanted to negotiate until after the season, it constitut...+阅读
Sociologists he studied the ways primates learn. One of the studies included very young chimpanzees and children. The bined group was given a basic demonstration on how to open a device. Afterwards the chimps and children were given their own devices.
The chimps diligently tried to open the devices. They applied their proven skill of random experimentation. The children, on the other hand, applied what they had been shown and tried to open the device with that technique. The children were far more successful.
We, humans, learn through socializing. We observe others, collect those observations and store them away to use in the future. Chimps, on the other hand, attack each new task with vigor but with little application of what they he just observed.
Negotiators must develop the social skills to promote social interaction as part of the early negotiating process. From this interaction will e insights useful in the actual negotiation discussion. In todays fast paced environment, too often building a relationship is omitted in the interest of sing time and getting to the point. This can be a costly strategic error.
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