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When you and your counterpart want opposite things—More! No, Less!—it makes negotiating much more challenging. Fairness not only helps you overcome this obstacle, but use it skillfully, and your counterpart will want to work with you again and again.
Category Archives: Evolution
Why Every Workplace Negotiation Asks The Question: “Do You Love Me?”
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We all try to “get stuff” when we negotiate at work: a job, a project done well and on time, more sales, less cost, etc. But in addition to this “stuff,” our brains always track something else—our standing among the people with whom we are negotiating. Address this ever-present human concern and win bigger.
It’s Not REALLY A Jungle Out There
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Evolution is great: opposable thumbs; walking erect; corn chips. But when it comes to getting along at work, evolution has kind of failed us. Find out how in this video. And be prepared for the lion…