The Art of Loving Negotiation
5 ways compassion and care can get you everything you want
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Two emotions, frustration and obsession, can lead to a particular and unfortunate negotiation problem: getting stuck on a specific point, or "beating a dead horse." There is bound to be repetition in any negotiation, but when you hit that specific, mentally frozen point where you're just repeating: "But I need this, but I need this," that's when you know you're losing it. You've lost your leverage, your prepared options were ineffective and off-base, and it's becoming more and more likely that these negotiations are going to crash and explode into a big ball of mutually immolating fire.
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- Places:
- Stone Mountain, Ga.
Michael Cornnell
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