29/05/2026
Who among us has never faced a situation that required negotiation?
What we have to pay attention to is that great negotiators don’t just negotiate positions. They understand ecosystems.
The moment you identify the hidden stakeholders who might influence your negotiator's decision, the conversation shifts from “winning a deal” to creating alignment and long-term value.
And as said by Roger Fisher, Professor at Harvard Law School " Focus on interests, not positions. "