Creative Conflict

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Negotiation is evolving, and it's time for a fresh approach. In business, nearly every interaction involves negotiation, yet real differences often challenge the idea of win-win outcomes. For decades, two main philosophies have dominated: the win-lose tactics of Chester Karrass and the win-win principles of "Getting to Yes" by Roger Fisher and William Ury. While both have been influential, they fall short in today's fast-paced, competitive environment where effective problem-solving is essential. In this insightful guide, negotiation experts Bill Sanders and Frank Mobus introduce a dynamic, dialectical approach that acknowledges the dual forces of competition and cooperation in negotiations. They argue that conflict is central to the negotiation process. Avoiding conflict leads to half-hearted negotiations that limit potential outcomes. Creative negotiators confront disagreements head-on, finding ways to move beyond obstacles. The authors present a straightforward framework encompassing three distinct contexts: bargaining, dealmaking, and relationship building. They guide readers on how to pursue their interests while also enhancing the deal's value for all parties involved. Drawing from their experiences with Fortune 500 companies and the popular Mobus Creative Negotiating seminars, this book serves as an essential resource for business professionals looking to enhance their negotiation skills and achieve better results.