Davide Pietroni, Paolo Testa, Flavio Iodice

Traps and tactics in negotiation. The case of the labor knowledge system

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A few years ago, in Italy, Minister of Employment had to agree and coordinate with Regional Governments to plan and build a knowledge management system focused upon the national job market. The goal was to facilitate the meeting of labor demand and supply. In that case, we faced the paradox of a negotiating path that risked to be driven to failure due to the availability of new resources, not to their lack. New technological, economic or social assets can upset the balance of some structures of interests and turn development opportunities into tensions and differences collectors. To prevent the destruction of value, cognitive traps must be avoided, for they hide to negotiators' eyes the improvement carried out by the agreement. To exit the stalemate it is proposed to strengthen the assets, to prepare to face some criticals and to use persuasive techniques.

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