MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

do not necessarily coincide. In fact, they rarely do.

Cost is understood as the effort made by each negotiating party when making a concession, while value is the valuation made by those who benefit from the concession received. Some concessions are of great value to the other party and of little cost to the party making them, for example writing a letter of recommendation for a collaborator or a supplier, while the opposite is true for other concessions. A good analysis of the variables at stake in each negotiation will allow us to identify those concessions that cost us less and have more value for the other party, while at the same time we can request those that are more advantageous, as shown in the following figure.

Not all negotiations are made to meet needs, but some are only to fulfil desires. Thus, if we are negotiating the purchase of a vehicle, our need may be for a means of

113