We negotiate to achieve gains greater than we could alone. Each of us has resourcesfrom which we pull to achieve the outcomes in life that are important to us. However, if we want to maximize our gains, we need to also draw from the resources controlled by others. This exchange of resources is facilitated by working with others. We say “working with others” because the reality of interdependence is giving up control in the interaction. We need to be willing to relinquish control to others in order to achieve the gains that are possible. Interdependence means that neither party has dominance over the other. Those who enter the negotiation willing to share appropriate information, create value, and build the relationship are in a much more powerful position than those who are reticent to share information, don’t create value, and disregard the relationship.
Season 2 – Ep 8: Process: Finding Interdependence
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About Meyer Negotiation
Meyer Negotiation provides educational services through podcasting and writing. Additionally, Chris Meyer provides personalized consulting, training, and speaking services. Chris specializes in human interactions in teams and organizations with a focus on negotiation, motivation, and emotions.