Typically to get toward a ...

Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.
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 Roger Martin

Quotes from the same author

The ability to face constructively the tension of opposing ideas and instead of choosing one at the expense of the other, generate a creative resolution of the tension in the form of a new idea that contains elements of the opposing ideas but is superior to each.
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 Roger Martin
I always have a pad of paper and a pencil within reach, to catch on the wing this turn of phrase which strikes me as felicitous, that idea which I hope to be able to examine more closely in the light of day.
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 Roger Martin
I was blown away when I figured out that none of the great integrative moves that I studied came as a result of starting with a blank sheet of paper - as many innovation coaches suggest. Integrative solutions came directly from mining the existing models for the best of their nuggets. So I never start with a blank sheet of paper anymore.
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 Roger Martin
I love that Toronto is demonstrating that a big, highly diverse, multicultural city can actually work and work well, if its residents have the attitude of Torontonians.
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 Roger Martin