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| Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want |
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Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want
Intercultural Press | ISBN: 0891062076 | 2005-02-21 | PDF | 184 pages | 12 Mb In the workplace, we spend the majority of our time in formal or informal negotiation--trying to persuade our customers, managers, peers, or employees to give us what we want. But despite its importance and the huge time investment it demands, most of us never learn what actually makes negotiation successful. Traditional strategies focus on logic, rational analysis, and game theory, minimizing the emotional aspects of negotiated interactions. Now Lacey Smith takes a fresh perspective. Emotions, he argues, can be harnessed to enable successful negotiation--and the results are always better for both parties.
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