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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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Truth 41. Negotiating across generations

The Boomer stood aghast as he watched his Gen Y, 20-something colleague show up at the long-awaited, multi-million-dollar business negotiation wearing jeans and a t-shirt with the words “honey badger” emblazoned on it. The Boomer prepared for the meeting and brought out a lined parchment paper notebook, ready to share ideas. The Gen-Y kid was absorbed with his iPhone. Needless to say, the meeting was a disaster.

Negotiations between members of different generations can be more profoundly confusing than negotiations between people who don’t share a common language. Unfortunately, there is no Rosetta Stone—at least yet—that tells us how to deal with such generational differences. What do negotiators need ...

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