Negotiating is a skill that every manager needs to master, not only because it can help to solve problems and create value, but because thwarted negotiations undermine value, sap morale, waste resources and even escalate into greater conflict. Many leaders believe they are expert negotiators simply because they have had a lot of practice at it. But negotiating a lot is not the same as negotiating well.
This article by IESE Prof. Kandarp Mehta and litigation expert Ignacio Ripol offers proven strategies to help managers boost their ability to reconcile opposing interests rather than just defending their own.
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