Insights | Articoli | 18 September 2014
An incredibly powerful tool that simplifies complex multi-party negotiations is that of mapping and sequencing. Where power and process provide options and genuinely remove inertia.

Experienced negotiators understand the notion of building value through rational low cost, high value trade-offs. The idea of creating something from nothing is a challenge relished by many. Negotiation is also about power which dictates the degree to which collaboration and rational trading can take place. In this thought piece we extend the idea of creating something from nothing by exploring the process of sequencing to create power.

Read full article