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Thinking Like They Do

I thought that I would start by re-establishing my belief that the only way to really address what the other party wants and needs from you, and for you to get what you want and need from the other party is to talk in the language of interests. Interests are your...

Shake On It: Preparing For Negotiating

Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. So along comes some so-called expert to tell you that you need to prepare for your upcoming negotiations....