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  Negotiation - Focus on Interests not Positions

According to the PMBOK® Guide, 4th Edition, Negotiation is an integral part of project management and done well, increases the probability of project success.

One of the negotiation strategies is to focus on interests and issues, rather than positions. But what does that exactly mean? Here's an article that explains this concept very well using a simple example of two sisters fighting over an orange:
Negotiation Strategies


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