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On episode 12, Kurt and Steve discuss the blatant negotiation pitfalls exhibited by US political officials in the recent federal government shutdown. Both sides of the debate have used underhanded and short term tactics that have undermined their ability to be effective in the future. These techniques have also caused a dramatic drop in the trust level of their constituents (yes, it’s possible to trust politicians less).
As negotiators, it’s important to consider the future when determining how aggressive of a negotiation strategy to take. It’s also important to make to realize the difference between persuasion and negotiation. In persuasion, we bring somebody over completely to our point of view. We get all of what we want. In negotiation, it’s a give and take. Being able to tell when persuasion has turned to negotiation helps us maximize the outcome in our negotiations.