Chapter 4. The Negotiation Revolution
William Ury
Each profession sees the world through its own prism. Wherever they look, business executives see financial opportunities. Politicians see unconverted voters. Carpenters see houses in need of repair. As a negotiation specialist, I may be guilty of the same distortion, but wherever I look, I see an unheralded revolution happening in business, indeed in every domain of human life. Call it the Negotiation Revolution.
I have spent a fair part of the past 20 years giving seminars on negotiation skills, including many for the Institute for Management Studies. In this brief chapter, I would like to step back and offer a few reflections on the bigger picture that has made negotiation such a popular and ...
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