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What You Can Learn From the Rolling Stones about Win-Win Negotiations
What You Can Learn From the Rolling Stones about Win-Win Negotiations Mick Jagger got it right when he wrote “You can’t always get what you want.” You can’t always get what you want. But if you try...
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How to Spot an Adversarial Negotiator
How to Spot an Adversarial Negotiator Asymmetric warfare is what military and defense experts call it when an adversary seeks to attack where you are weakest. An enemy weaker than you will often use...
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Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture
Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture “Are we negotiating?” “Always.” That succinct bit of dialogue from the 1997 movie “The Devil’s Advocate” serves as a good...
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Are You Caught in a Negotiating Trap?
Are You Caught in a Negotiating Trap? Here’s a common scenario: You’ve just presented your truly tailored, well researched, totally relevant proposal. The customer, who had been nodding in agreement...
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