Negotiation Simplified with Jim Reiman
CFO Bookshelf
Why Do You Need an Orange?
The story is used to illustrate every negotiator favorite question, why? It's a problem solving exercise. I use the story to demonstrate the importance of goals. What was each daughter's goal? It wasn't to secure an orange. It was t secure the juice or the peel of an entire orange. So you need to set your goal with the granularity, with te lazer focus of juice or peel, not orange.
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