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Just how do you make a deal, anyway?

The ability to negotiate should be part of our nature. After all, deal making is as old as humanity itself. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Nevertheless, businesses and individuals alike need to know how to get along. The goal should be that earnestly sought-for “win-win” result. In this podcast with Bob Bowman I give some tips on how to navigate around the obstacles that prevent parties from reaching mutually satisfactory agreements. I explain how to cope with a stubborn adversary, and how to avoid the mistakes that negotiating parties often fall into. Everyone wants to make a deal, but we need to acquire the skills that allow us to cope with “the ugly and the difficult.”

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