Negotiation Simplified with Jim Reiman
CFO Bookshelf
00:00
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.
Transcript
Play full episode
