The Art of Loving Negotiation
5 ways compassion and care can get you everything you want
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Negotiation isn't a bar fight where you can count on aggression and brute strength to win. It's not a fencing match dictated by feints and speed. It's not chess, checkers, Chutes and Ladders or hopscotch. Really, if anything, negotiation is like dating.
There's emotion, compromise, subtext—all that lovely stuff from the world of romance that makes it such nerve-wracking, palm-sweating fun. Like love, in negotiation, empathy has more value than strength, sincerity is more useful than deception, and a sense of humor and some flowers will win out over money every time (you know, provided they're really nice flowers).
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Michael Cornnell
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