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THE LACK OF FEEDBACK

WHERE’S THE EMOTIONAL CLARITY?

You look at your opposite number on the negotiation team. He’s sitting across the big wooden conference room table from you, and you’re waiting for him to say something. Over the past four weeks, as the complicated negotiations have gone on, you’ve gotten to know him well. You know his tells, his nearly invisible body-language signs about what he’s really thinking underneath that impassive exterior.

Finally, he says it: “I think we should go ahead.” But something is nagging at you. You know his body language well enough now to pick up on subtle discomfort. You know that he’s not entirely satisfied ...

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