K's Law of Negotiation

To get a successful negotiation:

1) At least one of the parties must really want a successful outcome*, and

2) That parties (or parties) must be able to get all necessary negotiation partners to want it too.

It sounds simple, but you'd be surprised how much of the literature I read doesn't seem to be based on this basic point.


* I mean REALLY want, in the sense of expecting to gain an important, impactful benefit or avoid an important, impactful loss; merely thinking it wouldn't be a bad idea, all told, is not enough for this condition.