chapter  3
9 Pages

The Basics of Conflict Resolution

OK, you've done your homework. You are sensitized to issues of ego, you are determined not to be obsessed with being right, and you are clear about your goal (i.e., getting a deal). You also have done your research. You know everything there is to know about your counterparts and their organization. You have reams of empirical data-you even know the names of their kids. You have a clear sense of your principles and your priorities. You have your two lists, one labeled "Gottas" and the other labeled, "Wannas." You are ready.