Abstract
Probably the area of most potential conflict in any business environment is the world of negotiations. It is the point at which all operations tend to marshal their forces and attack the opposition. It is the one true contest of skill, experience and power. To most people it is the point of glory and recognition within their business area where typically there are champions and losers. It is generally the fulcrum upon which the future success or failure of a venture will be decided. Yet in many organizations the true nature of negotiation is misunderstood.
We come now to the question of encamping the army, and observing signs of the enemy. Pass quickly over mountains, and keep in the neighbourhood of valleys.
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© 2005 David E. Hawkins and Shan Rajagopal
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Hawkins, D.E., Rajagopal, S. (2005). The army on the march. In: Sun Tzu and the Project Battleground. Palgrave Macmillan, London. https://doi.org/10.1057/9780230510616_10
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DOI: https://doi.org/10.1057/9780230510616_10
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-52188-3
Online ISBN: 978-0-230-51061-6
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