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Apr. 11, 2024

The eyes of an immigrant

It is not enough to focus on the mechanics or science of negotiation techniques. Parties also need to understand the moral core of the participants.


Many cultures relate versions of a parable in which a group of unsighted men encounter an elephant and seek to learn its qualities by touching it. Each feels a different part of its body; one touches its ear, another its leg, another its trunk and the last its side. They share their conclusions; it is a fan, a tree trunk, a thick snake, a wall – each reaching a conclusion based upon their limited experience and perspective.

How do you perce...

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