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DK Essential Managers: Working with Difficult People by Raphael Lapin

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The key to creating successful working relationships is the ability to deal with differences. Imposing your will seldom produces results. Knowing how to negotiate effectively will help you cultivate strong working relationships, even with difficult workers.

Negotiating True Needs

If you are negotiating with a difficult person, do not use your authority to make demands, as this will result in low-quality work and diminished morale. Instead, try to uncover your employees’ true or personal needs, and then present yours. This will lead to ...

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