INTRODUCTION
In the international relations and statesmanship arena, everyone understands the difference between diplomacy and war. Furthermore, we recognize the cost of war and we only pursue it as a last resort after all efforts at diplomacy have failed. In the business arena however, the line between diplomacy and war is not quite so clear and we often confuse the two.
For example, we frequently approach negotiations (a diplomatic process to be sure), as a war of wills and an attempt of one party to dominate and “conquer” the other. We deploy tricky tactics and intimidation rather than sophisticated and authentic technique.
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