"Third, **negotiation involves choice**. Negotiators are constantly faced with choices throughout the negotiation. They have to balance cooperation and competitiveness. They face choices about how to deal with the issue and must choose how best to manage the process. **These choices flow through into actions and reactions**." ([Location 303](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=303)) --- **Tags** -- [[quotes]], [[negotiations]], [[making-decisions]], [[decisiveness]] **Source** -- [[202410111110 - B - Effective Negotiation]]