Subject category:
Case Method and Specialist Management Disciplines
Published by:
Harvard Business Publishing
Length: 14 pages
Share a link:
https://casecent.re/p/40698
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Abstract
A reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this self-awareness. Athletes experience the phenomenon of "being in the zone," artists and writers speak of being "in flow," and practitioners of mediation strive for "mindfulness." These different experiences all provide insight for negotiators as they face complex interpersonal and contextual discussions. Presents a vivid example of a firefighter facing an extreme situation--and using an enviable presence of mind to see it through.; Designed to provide students with another lens through which to view the process of negotiation and to offer them ways in which they can improve their performance in negotiations.
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Abstract
A reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this self-awareness. Athletes experience the phenomenon of "being in the zone," artists and writers speak of being "in flow," and practitioners of mediation strive for "mindfulness." These different experiences all provide insight for negotiators as they face complex interpersonal and contextual discussions. Presents a vivid example of a firefighter facing an extreme situation--and using an enviable presence of mind to see it through.; Designed to provide students with another lens through which to view the process of negotiation and to offer them ways in which they can improve their performance in negotiations.