Get this wrong, and you’re done before you start. Aim for firm but not crushing—you want to convey confidence, not audition ...
Citations: Galinsky, Adam, Geoffrey Leonardelli, Gerardo Okhuysen, Thomas Mussweiler. 2005. Regulatory Focus at the Bargaining Table: Promoting Distributive and Integrative Success. Personality and ...
At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...
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