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Working with People Who Don’t Want to Negotiate

This video is presented as part of Mediate.com’s 25th Anniversary Conference.

Roger Fisher explains that when one party doesn’t want to negotiate, talk to others around them to find out their motivations, interests, concerns, and worries. To have an intermediary to be the back-and-forth at first can provide a foundation for building up to a negotiation.

                        author

Roger Fisher

Roger Fisher was the Samuel Williston Professor of Law, Emeritus, Harvard Law School and founder of the Harvard Negotiation Project.  A pioneer in the field of international law and negotiation, and the co-founder of the Harvard Negotiation Project, Fisher died on August 25, 2012.  Fisher helped to establish negotiation and conflict resolution… MORE >

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