Indeed. Negotiation is about understanding what "finished" looks like. Winning is not always a desired outcome.
There are two drivers in a negotiation - concern for self, or concern for others. There are five approaches to negotiation depending on the degree of the drivers - integrate; oblige; compromise; dominate; and avoid[1].
There are times where you dominate your counterpart, and there are times when it makes sense to capitulate. You choose your approach based on your objective and your drivers.
No mention is made of strategy, however. Negotiation is tactical, and it is useful to understand its place in a wider context.
This strikes me as a very good point. I've read How to Win Friend and Influence People, and the 48 Laws of Power. Do you have any books you can recommend that take a more nuanced approach to negotiation and working with people?
There are two drivers in a negotiation - concern for self, or concern for others. There are five approaches to negotiation depending on the degree of the drivers - integrate; oblige; compromise; dominate; and avoid[1].
There are times where you dominate your counterpart, and there are times when it makes sense to capitulate. You choose your approach based on your objective and your drivers.
No mention is made of strategy, however. Negotiation is tactical, and it is useful to understand its place in a wider context.
[1] http://www.negotiationlawblog.com/uploads/file/Organizationa...