Any negotiation can be looked at in two different ways. First, there is the immediate deal and how it is reached. The focus is on who won and who lost, and whether the deal is one-sided or reasonably balanced. The questions are how shrewd were the negotiators, could they have gotten more, or were they hoodwinked into giving up too much? Call this focus “the art of the deal.”The other approach looks at the long-term consequences of a negotiation. Here the questions are how the agreement fits into each side’s strategy, and how unanticipated political and strategic developments could affect …read more
Source: The American Interest
