Improvisation and Negotiation: Expecting the Unexpected

La première sortie ( The first outing, 1876-1877) Pierre-Auguste Renoir Excerpts from Balachandra, Lakshmi, et al. " Improvisation and negotiation: Expecting the unexpected. " Negotiation journal 21.4 (2005): 415-423. Preparation and Mindfulness Negotiation is a fascinating subject in part because the process is so often unpredictable . External events outside the control of the parties — unexpected outbursts, accidentally pressing someone’s “emotional hot button,” learning critical new facts about the issues being negotiated — can intrude at any time. A negotiator who learns to react effectively in unpredictable moments clearly is an improviser. He or she somehow manages to cope regardless of the people, the problem, or the process in place. We have known people who have this gift. But how do these virtuoso performers do it? [...] A cornerstone of negotiation theory is that a negotiator must consider the needs, interests, and concerns of the other side. Proper ...