Negotiation Campaign Planning: Cultural Awareness and the Implications of Conditioning

Author(s):

Vince Scacchitti
Vince Scacchitti, Partner, eXegy Partners, LLC, 860/653-9210; vincescacchitti@exegypartners.com
Ron Guertin
Ron Guertin, Partner, eXegy Partners, LLC, 781/888-4193; ronguertin@exegypartners.com

90th Annual International Conference Proceedings - 2005 - San Antonio, TX

Abstract

Often negotiations are engaged with limited preparation. The inherent belief is the negotiating process is intuitive and therefore we are armed and ready to face the challenges of the negotiation. The ability to adequately plan and think of negotiation as a process and campaign can lead to breakthrough results.