"This is why negotiation is regarded as a ‘mixed-motive’ interaction (Schelling 1960, p. 89); **competitiveness exists because each negotiator is standing in the way of the other achieving their goal. At the same time, though, cooperation is needed because without the other’s help neither will achieve anything at all**." ([Location 297](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=297)) --- **Tags** -- [[quotes]], [[negotiations]], [[conflict]], **Source** -- [[202410111110 - B - Effective Negotiation]]