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An Idea A Day by David Thompson

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BUSINESS SKILLS

INTELLIGENT NEGOTIATING

Jeremy Kourdi

The idea

Harvard Business School (HBS) professor James Sebenius specializes in the field of complex negotiations. In 1993, HBS made negotiation a required course in its MBA program, and created a negotiation department within the school.

Sebenius identified six mistakes responsible for the failure of many negotiations. By avoiding them you can negotiate your way to success. These pitfalls, outlined in Harvard Business Review, are:

   Neglecting the ...

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