Negotiation - How to Get (More of) What You Want
Margaret Neale
Unabridged
1 uur 9 minuten
Unabridged
1 uur 9 minuten
Van de uitgever
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Everyone negotiates. Yet many people think of negotiation primarily as an adversarial interaction where there is a winner and a loser. Framing negotiations in this way creates adversarial interactions because what we expect is what often what we get. In this talk, Professor Margaret Neale will explore the opportunities that exist when negotiators reframe their interactions from adversarial battles to collaborative problem-solving. In doing so, she will demonstrate how to get (more of) what you want by expanding the opportunities to create and claim value in everyday interactions as well as in those rare, high-value interactions.
Everyone negotiates. Yet many people think of negotiation primarily as an adversarial interaction where there is a winner and a loser. Framing negotiations in this way creates adversarial interactions because what we expect is what often what we get. In this talk, Professor Margaret Neale will explore the opportunities that exist when negotiators reframe their interactions from adversarial battles to collaborative problem-solving. In doing so, she will demonstrate how to get (more of) what you want by expanding the opportunities to create and claim value in everyday interactions as well as in those rare, high-value interactions.
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