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Negotiating the Gift of Life (A)
內容大綱
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As the CEO outlines the core strategy and philosophy of this non-profit organization of negotiators in the backdrop of an extremely challenging negotiation between the frontline staff and the family of a recently deceased person. Provides insight into various negotiating situations where classical value creation and claiming are less directly applicable, and where team diversity can generate productive benefits.