Interactive
Managing the Negotiator's Dilemma
BizLibrary
Updated Sep 04, 2018Every negotiation can be characterized by the Negotiation Triangle: one side concerns the substantive issues being decided; a second concerns the process by which the parties address the substantive issues; the third side concerns the emotions that the parties bring into the negotiation or that arise during it triggered by the substantive issues or the process. A successful negotiation requires dealing with all three.
