• CHAPTER 1 •
Negotiating in Any Language: How Negotiations Work
“Have more than thou showest, speak less than thou knowest.”
—SHAKESPEARE, KING LEAR
The subject of negotiations is both timely and timeless. It is timely because almost everything about our society in general, and our workplace in particular, is increasingly complicated. Today there is more litigation, more cultural diversity, more regulation, more technology, and—in line with the focus of this book—more globalization among businesses. The subject is timeless because life is a series of endless negotiations.
Moses, ...
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