Contract and salary negotiations make a lot of us uncomfortable, to the point that we often sign the first deal we’re offered. Some of us never negotiate the terms of our employment at all. (Guilty as ...
Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.
At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...
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