Friday, September 23, 2011

You want to know why Nonprofit Collaborations usually fall apart?

Reactive Devaluation in negotiation is a human reaction to offers from the other side of the table "Well, if they're offering A,B,C, then A,B,C must not be worth much. This type of strategic behavior can be overcome by the use of neutral third party facilitators. Adapted from Closing the Deal , by Michael Wheeler. Read the whole thing.

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