Being a successful strategic negotiator requires calculated self-interest, along with a heavy dose of dissembling. Or so go the usual assumptions about negotiating. People sense that to win, they must play a certain role— like good cop/bad cop — or simply be the title after their name (manager, entrepreneur, salesperson). But, what if you could create better results, increase value, and strengthen relationships just by being yourself?
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To read the original article: Negotiate from the Inside Out - Shirli Kopelman - Harvard Business Review
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