{"id":15332,"date":"2016-11-10T15:40:57","date_gmt":"2016-11-10T14:40:57","guid":{"rendered":"http:\/\/www.targettraining.eu\/?p=15332"},"modified":"2018-06-06T12:29:21","modified_gmt":"2018-06-06T10:29:21","slug":"the-negotiators-dilemma","status":"publish","type":"post","link":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/","title":{"rendered":"The negotiator&#8217;s dilemma"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1husa5g-641a27e35f6789af580708c68bd1bd95\">\n#top .hr.hr-invisible.av-1husa5g-641a27e35f6789af580708c68bd1bd95{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-1husa5g-641a27e35f6789af580708c68bd1bd95 hr-invisible  avia-builder-el-0  el_before_av_hr  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<p><strong>The most fundamental aspects of negotiation strategy are Creating and Claiming Value. In a negotiation, all parties involved must decide to be competitive, cooperative, or a combination of both. David Lax and\u00a0James Sebenius called it <\/strong><a href=\"http:\/\/www.colorado.edu\/conflict\/peace\/treatment\/lax7543.htm\">the Negotiator\u2019s dilemma:<\/a><strong> Lax and Sebenius argue that negotiation necessarily includes both cooperative and competitive elements, and that these elements exist in tension with each other. Negotiators face a dilemma in deciding whether to pursue a cooperative or a competitive strategy.The best outcome for one person is not necessarily the best outcome for the other person. If all parties involved pursue their best option, they will often end up getting the worst outcome. Here they are, explained.<\/strong><br \/>\n<!--HubSpot Call-to-Action Code --><br \/>\n<span id=\"hs-cta-wrapper-eac6a883-282f-4df0-a3a5-3bdfa9851c56\" class=\"hs-cta-wrapper\"><br \/>\n<span id=\"hs-cta-eac6a883-282f-4df0-a3a5-3bdfa9851c56\" class=\"hs-cta-node hs-cta-eac6a883-282f-4df0-a3a5-3bdfa9851c56\"><br \/>\n<!-- [if lte IE 8]&gt;--><\/p>\n<div id=\"hs-cta-ie-element\"><\/div>\n<p><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/455190\/eac6a883-282f-4df0-a3a5-3bdfa9851c56\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" id=\"hs-cta-img-eac6a883-282f-4df0-a3a5-3bdfa9851c56\" class=\"hs-cta-img lazyload\" style=\"border-width: 0px\" data-src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/455190\/eac6a883-282f-4df0-a3a5-3bdfa9851c56.png\" alt=\"The big (free) eBook of negotiations language\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" \/><noscript><img decoding=\"async\" id=\"hs-cta-img-eac6a883-282f-4df0-a3a5-3bdfa9851c56\" class=\"hs-cta-img\" style=\"border-width: 0px\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/455190\/eac6a883-282f-4df0-a3a5-3bdfa9851c56.png\" alt=\"The big (free) eBook of negotiations language\" \/><\/noscript><\/a><br \/>\n<\/span><\/p>\n<p>        hbspt.cta.load(455190, &#8218;eac6a883-282f-4df0-a3a5-3bdfa9851c56&#8216;, {});<br \/>\n    <\/span><\/p>\n<blockquote>\n<div style=\"text-align: right\">\u201cLike it or not, you are a negotiator. Negotiation is a fact of life.\u201d With those words, the world was introduced to, what is now arguably the most famous book about negotiations in the world: <a href=\"http:\/\/www.amazon.de\/Getting-Yes-Roger-Fisher\/dp\/0143118757\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;sr=8-2&amp;qid=1429621216\">\u201cGetting to Yes\u201d<\/a> by Roger Fisher and William Ury.<\/div>\n<\/blockquote>\n<div style=\"text-align: left\">\n<h2>Creating Value: Making the pie bigger<\/h2>\n<\/div>\n<p>All negotiators face two basic questions: \u201cHow can we make the pie bigger?\u201d and \u201cHow can I make sure that I get the biggest possible piece?\u201d The pie is enlarged (value is created) through the cooperative process of <a href=\"http:\/\/www.businessdictionary.com\/definition\/interest-based-bargaining.html\">\u00a0interest-based bargaining<\/a>. Good negotiators find ways to increase their mutual gain. They see themselves as problem solvers. When everyone involved in the negotiation profits, it\u2019s a win\/win negotiation. <a href=\"http:\/\/www.amazon.de\/Getting-Yes-Roger-Fisher\/dp\/0143118757\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;sr=8-2&amp;qid=1429621216\">Inventing options for mutual gain is the essence of the win\/win philosophy. <\/a><\/p>\n<p>To create this mutual gain, the negotiator:<\/p>\n<ul>\n<li>Finds shared interests<\/li>\n<li>Focuses on the big picture<\/li>\n<li>Shares information openly<\/li>\n<li>Develops options<\/li>\n<li>Avoids criticism<\/li>\n<li>Builds principle agreements<\/li>\n<\/ul>\n<blockquote>\n<div style=\"text-align: right\">&#8222;Negotiation is always part of the equation. As I entered adulthood I found out that life is not as simple as yes or no. Everything involves negotiation, give-and-take: If we see this film this Saturday, can we see that concert next Saturday? I can prepare the presentation, but could I get it to you on Thursday not Wednesday?\u201d<\/div>\n<div style=\"text-align: right\"><strong>Gary Anello<\/strong><\/div>\n<\/blockquote>\n<h2>Claiming Value: Dividing the pie<\/h2>\n<p>At some point, the knife must come out with all parties wanting the biggest possible piece of the pie. The more one claims, the less the other gets. The competitive process of claiming value is also known as win\/lose. Good negotiators use competitive tactics to make sure their piece stays as large as possible. He\/she:<\/p>\n<ul>\n<li>Might withhold information<\/li>\n<li>Critically evaluates the demands of the other side<\/li>\n<li>Applies (and resists) pressure<\/li>\n<li>Exaggerates the value of own concessions \/ Minimizes value of other\u2019s concessions<\/li>\n<li>Takes a judicial approach<\/li>\n<\/ul>\n<p>As is obvious, some of the cooperative strategies that create value directly oppose the competitive strategies used to claim value. As Fischer, Ury &amp; Patton point out, \u201cnegotiators are not friends\u201d; confrontation is sometimes unavoidable. The best deals are reached when both processes are allowed to operate. Only the most experienced of negotiators seem equally at ease with both phases. They accept that both processes are legitimate and necessary steps in getting the best results and understand that it is vital to \u201cseparate the invention process from the decision making process\u201d.<\/p>\n<h2>Language that successful negotiators use<\/h2>\n<p>More negotiations language is available for you in my eBook: <a href=\"https:\/\/hs.targettraining.eu\/ebook\/negotiations-language\">\u201cThe Big eBook of Negotiations Language<\/a>\u201d. Below are a few examples of language that you can use in each of the two stages that I discussed in this post.<\/p>\n<h3><strong>Create value<\/strong><\/h3>\n<ul>\n<li>Can we leave the costs to one side for a moment and just try to picture an ideal result?<\/li>\n<li>Before we go into details, can we establish the kind of result we are both looking for?<\/li>\n<li>We have discussed one option in some detail. What other options might be available?<\/li>\n<\/ul>\n<h3><strong>Claim value<\/strong><\/h3>\n<ul>\n<li>We seem to have an agreement in principle; it is probably time to ask who is responsible for what?<\/li>\n<li>I think we agree on the broad picture, but who is going to pay for what?<\/li>\n<li>We now have a concept that covers both of our interests; let\u2019s get practical.<\/li>\n<\/ul>\n<div  class='hr av-13rpe84-491cfc47660168df8cb34a18ca24bbd1 hr-default  avia-builder-el-1  el_after_av_hr  el_before_av_video '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<h2>FOR MORE INFORMATION<\/h2>\n<h3>The walk from no to yes<\/h3>\n<p>William Ury, author of &#8222;Getting to Yes,&#8220; offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations \u2014 from family conflict to, perhaps, the Middle East.<\/p>\n<div  class='avia-video av-jtg210-20c91bdac5be6bf798b573ef111d6953 avia-video-16-9 av-no-preview-image avia-video-load-always av-lazyload-immediate av-lazyload-video-embed'  itemprop=\"video\" itemtype=\"https:\/\/schema.org\/VideoObject\"  data-original_url='http:\/\/www.ted.com\/talks\/william_ury#t-24200'><script type='text\/html' class='av-video-tmpl'><div class='avia-iframe-wrap'><iframe loading=\"lazy\" src=\"https:\/\/embed.ted.com\/talks\/william_ury\" width=\"1500\" height=\"844\" frameborder=\"0\" scrolling=\"no\" webkitAllowFullScreen mozallowfullscreen allowFullScreen><\/iframe><\/div><\/script><div class='av-click-to-play-overlay'><div class=\"avia_playpause_icon\"><\/div><\/div><\/div>\n<h3>Our training solutions<\/h3>\n<p>Please <a href=\"https:\/\/hs.targettraining.eu\/contact\">contact us<\/a> learn how you can improve your negotiating skills, or read more here: <a href=\"https:\/\/www.targettraining.eu\/effective-negotiations-in-english-seminar\/\">Effective negotiations in English<\/a><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The most fundamental aspects of negotiation strategy are Creating and Claiming Value. In a negotiation, all parties involved must decide to be competitive, cooperative, or a combination of both. David Lax and\u00a0James Sebenius called it the Negotiator\u2019s dilemma: Lax and Sebenius argue that negotiation necessarily includes both cooperative and competitive elements, and that these elements [&hellip;]<\/p>\n","protected":false},"author":34,"featured_media":2364,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[92],"tags":[107],"class_list":["post-15332","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-soft-skills-pathway","tag-negotiating"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The negotiator&#039;s dilemma | Target Training GmbH<\/title>\n<meta name=\"description\" content=\"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The negotiator&#039;s dilemma | Target Training GmbH\" \/>\n<meta property=\"og:description\" content=\"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\" \/>\n<meta property=\"og:site_name\" content=\"Target Training GmbH\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/TargetTrainingGmbh\" \/>\n<meta property=\"article:published_time\" content=\"2016-11-10T14:40:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2018-06-06T10:29:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1648\" \/>\n\t<meta property=\"og:image:height\" content=\"1153\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Guest Author\" \/>\n<meta name=\"twitter:label1\" content=\"Verfasst von\" \/>\n\t<meta name=\"twitter:data1\" content=\"Guest Author\" \/>\n\t<meta name=\"twitter:label2\" content=\"Gesch\u00e4tzte Lesezeit\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 Minuten\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\"},\"author\":{\"name\":\"Guest Author\",\"@id\":\"https:\/\/www.targettraining.eu\/#\/schema\/person\/f7913f49e855a4cdb35e688870af6fbb\"},\"headline\":\"The negotiator&#8217;s dilemma\",\"datePublished\":\"2016-11-10T14:40:57+00:00\",\"dateModified\":\"2018-06-06T10:29:21+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\"},\"wordCount\":868,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.targettraining.eu\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg\",\"keywords\":[\"negotiating\"],\"articleSection\":[\"Soft Skills\"],\"inLanguage\":\"de-DE\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\",\"url\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\",\"name\":\"The negotiator's dilemma | Target Training GmbH\",\"isPartOf\":{\"@id\":\"https:\/\/www.targettraining.eu\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg\",\"datePublished\":\"2016-11-10T14:40:57+00:00\",\"dateModified\":\"2018-06-06T10:29:21+00:00\",\"description\":\"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#breadcrumb\"},\"inLanguage\":\"de-DE\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"de-DE\",\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage\",\"url\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg\",\"contentUrl\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg\",\"width\":1648,\"height\":1153,\"caption\":\"innovation target training\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.targettraining.eu\/de\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The negotiator&#8217;s dilemma\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.targettraining.eu\/#website\",\"url\":\"https:\/\/www.targettraining.eu\/\",\"name\":\"Target Training GmbH\",\"description\":\"Training you to succeed globally\",\"publisher\":{\"@id\":\"https:\/\/www.targettraining.eu\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.targettraining.eu\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"de-DE\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.targettraining.eu\/#organization\",\"name\":\"Target Training GmbH\",\"url\":\"https:\/\/www.targettraining.eu\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"de-DE\",\"@id\":\"https:\/\/www.targettraining.eu\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/04\/WP-logo2.png\",\"contentUrl\":\"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/04\/WP-logo2.png\",\"width\":103,\"height\":32,\"caption\":\"Target Training GmbH\"},\"image\":{\"@id\":\"https:\/\/www.targettraining.eu\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/www.facebook.com\/TargetTrainingGmbh\",\"https:\/\/x.com\/TargetTrains\",\"https:\/\/www.youtube.com\/c\/TargettrainingEugmbh\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.targettraining.eu\/#\/schema\/person\/f7913f49e855a4cdb35e688870af6fbb\",\"name\":\"Guest Author\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"de-DE\",\"@id\":\"https:\/\/www.targettraining.eu\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/c4f7e9eccea5b0946d3fa3b1f3d6329a?s=96&d=blank&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/c4f7e9eccea5b0946d3fa3b1f3d6329a?s=96&d=blank&r=g\",\"caption\":\"Guest Author\"},\"url\":\"https:\/\/www.targettraining.eu\/de\/author\/guesty\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"The negotiator's dilemma | Target Training GmbH","description":"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/","og_locale":"de_DE","og_type":"article","og_title":"The negotiator's dilemma | Target Training GmbH","og_description":"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.","og_url":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/","og_site_name":"Target Training GmbH","article_publisher":"https:\/\/www.facebook.com\/TargetTrainingGmbh","article_published_time":"2016-11-10T14:40:57+00:00","article_modified_time":"2018-06-06T10:29:21+00:00","og_image":[{"width":1648,"height":1153,"url":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg","type":"image\/jpeg"}],"author":"Guest Author","twitter_misc":{"Verfasst von":"Guest Author","Gesch\u00e4tzte Lesezeit":"4 Minuten"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#article","isPartOf":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/"},"author":{"name":"Guest Author","@id":"https:\/\/www.targettraining.eu\/#\/schema\/person\/f7913f49e855a4cdb35e688870af6fbb"},"headline":"The negotiator&#8217;s dilemma","datePublished":"2016-11-10T14:40:57+00:00","dateModified":"2018-06-06T10:29:21+00:00","mainEntityOfPage":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/"},"wordCount":868,"commentCount":0,"publisher":{"@id":"https:\/\/www.targettraining.eu\/#organization"},"image":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage"},"thumbnailUrl":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg","keywords":["negotiating"],"articleSection":["Soft Skills"],"inLanguage":"de-DE","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/","url":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/","name":"The negotiator's dilemma | Target Training GmbH","isPartOf":{"@id":"https:\/\/www.targettraining.eu\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage"},"image":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage"},"thumbnailUrl":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg","datePublished":"2016-11-10T14:40:57+00:00","dateModified":"2018-06-06T10:29:21+00:00","description":"The most fundamental aspects of negotiation strategy are Creating and Claiming Value.","breadcrumb":{"@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#breadcrumb"},"inLanguage":"de-DE","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/"]}]},{"@type":"ImageObject","inLanguage":"de-DE","@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#primaryimage","url":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg","contentUrl":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/08\/Fotolia_50575894_M.jpg","width":1648,"height":1153,"caption":"innovation target training"},{"@type":"BreadcrumbList","@id":"https:\/\/www.targettraining.eu\/de\/the-negotiators-dilemma\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.targettraining.eu\/de\/"},{"@type":"ListItem","position":2,"name":"The negotiator&#8217;s dilemma"}]},{"@type":"WebSite","@id":"https:\/\/www.targettraining.eu\/#website","url":"https:\/\/www.targettraining.eu\/","name":"Target Training GmbH","description":"Training you to succeed globally","publisher":{"@id":"https:\/\/www.targettraining.eu\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.targettraining.eu\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"de-DE"},{"@type":"Organization","@id":"https:\/\/www.targettraining.eu\/#organization","name":"Target Training GmbH","url":"https:\/\/www.targettraining.eu\/","logo":{"@type":"ImageObject","inLanguage":"de-DE","@id":"https:\/\/www.targettraining.eu\/#\/schema\/logo\/image\/","url":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/04\/WP-logo2.png","contentUrl":"https:\/\/www.targettraining.eu\/wp-content\/uploads\/2013\/04\/WP-logo2.png","width":103,"height":32,"caption":"Target Training GmbH"},"image":{"@id":"https:\/\/www.targettraining.eu\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/TargetTrainingGmbh","https:\/\/x.com\/TargetTrains","https:\/\/www.youtube.com\/c\/TargettrainingEugmbh"]},{"@type":"Person","@id":"https:\/\/www.targettraining.eu\/#\/schema\/person\/f7913f49e855a4cdb35e688870af6fbb","name":"Guest Author","image":{"@type":"ImageObject","inLanguage":"de-DE","@id":"https:\/\/www.targettraining.eu\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/c4f7e9eccea5b0946d3fa3b1f3d6329a?s=96&d=blank&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/c4f7e9eccea5b0946d3fa3b1f3d6329a?s=96&d=blank&r=g","caption":"Guest Author"},"url":"https:\/\/www.targettraining.eu\/de\/author\/guesty\/"}]}},"_links":{"self":[{"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/posts\/15332\/"}],"collection":[{"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/posts\/"}],"about":[{"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/types\/post\/"}],"author":[{"embeddable":true,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/users\/34\/"}],"replies":[{"embeddable":true,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/comments\/?post=15332"}],"version-history":[{"count":14,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/posts\/15332\/revisions\/"}],"predecessor-version":[{"id":21885,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/posts\/15332\/revisions\/21885\/"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/media\/2364\/"}],"wp:attachment":[{"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/media\/?parent=15332"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/categories\/?post=15332"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.targettraining.eu\/de\/wp-json\/wp\/v2\/tags\/?post=15332"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}