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Rules of the Game: Defining and Setting Expectations

In: The Trust Factor

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  • Keld Jensen

Abstract

The first item of business in any negotiation is for the parties to decide how they are going to negotiate. The Rules of the Game must be articulated and agreed to before any conversation takes places regarding the merits of the matter to be decided or the deal to be made. Who are the teams? What are the rules of play and the conditions for termination? This process can be time consuming. In fact, it can sometimes take more time than the actual negotiation, but establishing the ground rules prior to commencement of the bargaining saves a lot of time down the road, avoids misunderstandings, and enhances the prospects for cooperation.

Suggested Citation

  • Keld Jensen, 2013. "Rules of the Game: Defining and Setting Expectations," Palgrave Macmillan Books, in: The Trust Factor, chapter 0, pages 63-75, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-33368-1_4
    DOI: 10.1057/9781137333681_4
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