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Negotiation: Myths, Misperceptions and Damned Lies
Program Highlights What is your biggest source of power in any negotiation? How to redraw the boundaries of a negotiation in your favor. How focusing on the upside improves your deal. It’s better to receive the first offer than to give it. Honesty is the best negotiating policy. Don’t ever let them ... read more
Winners (Don't) Take All
The Difficult Task of Creating and Claiming Value in Negotiation
Program Highlights What NOT to learn from experience. Where your greatest source of power dwells. Why you might knowingly and voluntarily take a bad deal. Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, dest... read more
