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Negotiation is Not a Competitive Sport
內容大綱
Taking a hard line may be fine -- but only in the short term, and only if you really believe that your counterpart is you're adversary. But negotiation is often a series of episodes, which means that considering your counterpart as a partner or a collaborator is the foundation of trusting and fruitful-- and ongoing -- negotiation. How the game is played matters more than who wins.