ABSTRACT
Who moves first? A great many definitions of negotiation contain the word ‘movement*. A negotiation can involve movement or change towards an agreement that is seen as beneficial to each party.
This does not mean, however, that the process of movement has to be bilateral. Two-way movement is a perfectly proper process but the key point to make here is that you should only contemplate moving once you have exhausted the means by which you can get the other party to move on their own.
