Previously published on El País.
Pilar Galeote is Associate Director of Negotiation and Mediation Center at IE and Professor at IE University.
Thorny and controversial issues require high negotiators to exhaust the issue and not the negotiators, as Winston Churchill assured in his recipe to agree successfully. “Any beginner knows that to negotiate you have to reconcile. That approaching positions or positions does not lead anywhere. In addition, there can be no focus, which means that what is being discussed cannot be told at all times and, of course, there must always be an agreement to reach agreements,” explains Pilar Galeote, Associate Director of the Negotiation Center from IE University.
Keep on reading on El País (article only available in Spanish).