What's new in Negotiations
Twenty five years ago Roger Fisher from Harvard Law School wrote a slim book called “Getting To Yes” which initiated a whole wave of new thinking about the potential of negotiation and its utility beyond the stereotypical buying and selling of a used car.
The first wave of this thinking focused on two key ideas – the Integrative dimension of negotiation and consequent potential for value creation from differences and conflict, and the importance of Relationships. Over time, this new way of thinking came to be known as Mutual Gains Theory.