"Second, **negotiation is about an issue** – what the differences are between the parties – **as well as being a process** – how the parties will try to resolve their differences. Therefore, **negotiators have to manage both the issue and the process to achieve a good outcome**." ([Location 301](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=301)) --- **Tags** -- [[quotes]], [[systems-thinking]], [[negotiations]], [[conflict]] **Source** -- [[202410111110 - B - Effective Negotiation]]