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Published: Nov 20 , 2015
Author: Robin Copland, Stephen White

George Santanaya’s maxim that ‘those who fail to learn from the mistakes of their predecessors are destined to repeat them’ has a corollary. We should use the successes of the past and repeat our behaviour with the problems of today. In particular, can we replicate the negotiating behaviour which brought about the Irish peace agreement to effect a negotiated settlement in the Middle East, and stop the carnage of Paris on 13/11, perpetrated by ISIS?

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To Persuade or Negotiate? That is the Question!

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

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