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Internal Negotiations
In most organizations, the lion’s share of negotiating—as much as 70 percent, according to our clients—is internal. Whenever you meet with your boss, you’re entering an undeclared negotiation. Ditto for seemingly innocent conversations with your direct reports or other business units. In unstructured settings, it can be hard to discern exactly where you are on the continuum. You might be haggling to put out a fire and at the same time seeking a better long-term arrangement for both parties.
With all of its moving parts and ambiguity, the internal sphere has one constant: Relationships are primary. The people you’re dealing with this week are likely to be there next month and next year. It’s rarely in your interest ...
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