"Managing the process also means taking care over the three tasks of negotiation – **differentiation, exploration and exchange**. You will be aware that there is a common tendency for negotiators to work to a competitive script of stating positions and pushing for agreement through compromise. Instead, try to work to a different script and **explore interests and differences as well as positions and common ground**. If you are negotiating on behalf of others, you need to be alert to them becoming separated from what you are doing on their behalf so you keep any constituency negotiations on track and follow the course of the main negotiation." ([Location 977](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=977)) --- **Tags** -- [[quotes]], [[negotiations]], [[systems-thinking]], [[crucial-conversations]], [[conflict]], [[asking-questions]], [[collaboration]] **Source** -- [[202410111110 - B - Effective Negotiation]]