"Fifth, although the definition of negotiation offered earlier is neat and succinct, and has an inherent logic, **the process it seeks to define is messy**. "The parties’ differences may not become clear until well into a negotiation. The pressures to resolve their differences will probably change during the negotiation. Negotiators might try to exchange offers before exploring for options; it may be not until they start to trade offers that they finally clarify their real differences. **Entering into a negotiation with a good understanding of the process will help to reduce the messiness, but negotiation will never be entirely straightforward**." ([Location 327](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=327)) --- **Tags** -- [[quotes]], [[wicked-domains]], [[negotiations]], [[systems-thinking]], [[uncertainty]], **Source** -- [[202410111110 - B - Effective Negotiation]]