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Making Negotiation Win-Win, by Sharon-Drew Morgen - Sharon-Drew
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Making Negotiation Win-Win, by Sharon-Drew Morgen - Sharon-Drew
Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. People have been killed for this. But there is another way.…
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