Negotiation: The Importance of the Process

The process taken in any negotiations can mark the difference between success and failure. In this interview, Juan Carlos Pastor, Professor of Organizational Behavior at IE Business School, talks to Humberto de la Calle, the Colombian Lawyer, Politician and Writer who has led the government’s negotiating team in the peace talks with the Farc since 2012 on. De la Calle discusses the importance of following a well defined process, establishing and complying with the game rules and establishing a precise agenda.