#5 Role: Choose Where You Stand

In a negotiation, you always have a job to do. In most cases, however, how you do that job is up to you. You are free to expand the activities within your conventional role. In almost any role, you can focus your attention on aspects that are boring, dull, frustrating, and time-consuming.

You can define your role narrowly, limiting it to those things that you are obliged to do or that someone else expects you to do. Yet you have the freedom to shape activities in your role. Time and again, you are also are free to choose temporary roles that empower you and foster joint work.

Reshaping your role can take effort. But don’t give up. Give it a try. And try again. Over time, you can modify your role to your liking.


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