Tag Archives: shared

Present before Negotiating? What a Novel Idea!

In this article, I am working on the premise that prior to the negotiation stage of any deal, there is an initial selling stage: in other words, first there has been some sort of “sales” process – whether it is … Continue reading

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Applying Dovetailing in a Union Negotiation – A Practical Example.

This is a greatly reduced and edited version of a negotiation carried out in Spain using the Harvard University PON model. Certain details have been changed to preserve the confidentiality of the client. Definition of Dovetailing: Something that is low … Continue reading

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