Negotiate from the Inside Out

Being a successful strategic negotiator requires calculated self-interest, along with a heavy dose of dissembling. Or so go the usual assumptions about negotiating. People sense that to win, they must play a certain role— like good cop/bad cop — or simply be the title after their name (manager, entrepreneur, salesperson). But, what if you could create better results, increase value, and strengthen relationships just by being yourself?

Read the source article at HBR Blog Network

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