The Leading Edge - Summer 2008 - (Page 5)

cover better negotiations B y a nn M. g y nn learn how to reach agreements where everyone wins T wo outstretched hands lock for an instant. The simple maneuver belies the complex negotiation process needed to get to that handshake (and more importantly, a written agreement). “Negotiation for handling and heading off disputes is needed more and more in business. There is so much potential for conflict, and conflict is expensive in a litigious society,” says Arthur Pearlstein of the Werner Institute for Negotiation and Dispute Resolution at Creighton University School of Law. “Every industry and every area of commerce all use negotiation,” he says. However, most people never learn or are taught how to negotiate. Most college graduates have never had to take a course focused on negotiation. In recent years, though, more programs are being developed to offer negotiation training not only to college students but to executives and others already operating in the workforce. Pearlstein says most of us take the view of negotiation as a game of hard ball—the only way to be a winner is to play tough and beat the other party. But he and other experts say that win-lose view often severely restricts someone’s ability to succeed in negotiation. continued on page 6 ThE LEadIng EdgE 5

Table of Contents Feed for the Digital Edition of The Leading Edge - Summer 2008

The Leading Edge - Summer 2008 Contents Better Negotiations Instant-Response World Leads to New Expectations for Voice Mail Bits & Pieces Top 10 Misconceptions of Doing Business in Cyprus In a Nutshell: Q&A The Leading Edge Alliance

The Leading Edge - Summer 2008

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