Spotting a Glimmer of Opportunity

John L. Graham, Lynda Lawrence and William Hernández Requejo

Chapter Chapter 2 in Inventive Negotiation, 2014, pp 19-29 from Palgrave Macmillan

Abstract: Abstract Our own use of the terms “problem solving” and “conflict resolution” in the previous chapters reflects an old, limiting way of thinking about negotiation processes. Inventive negotiation is not meant to solve problems or resolve conflicts. The purpose of inventive negotiation is to find and exploit opportunities. So the first step in the process is recognizing a glimmer of opportunity.

Keywords: Middle East; Inventive Negotiator; Rent Warehouse; Beach Volleyball; Green Park (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-37016-7_3

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DOI: 10.1057/9781137370167_3

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