Spotting a Glimmer of Opportunity

Abstract

Our own use of the terms “problem solving” and “conflict resolution” in the previous chapters reflects an old, limiting way of thinking about negotiation processes. Inventive negotiation is not meant to solve problems or resolve conflicts. The purpose of inventive negotiation is to find and exploit opportunities. So the first step in the process is recognizing a glimmer of opportunity.

If you want to build a ship, don’t drum up people to collect wood and don’t assign them tasks and work, but rather teach them to long for the endless immensity of the sea.

—Antoine de Saint-Exupéry