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NEGOTIATE: WORKING THROUGH DIFFERENT PERSPECTIVES

A good leader can engage in a debate frankly and thoroughly, knowing that at the end, he and the other side must be closer, and thus emerge stronger.

—Nelson Mandela

Negotiating. Just the mention of this word may make you squirm. It often conjures up images of sleazy used-car salespeople, awkward conversations about salary, or the fearless Priceline negotiator! Negotiating doesn’t have to be sleazy, awkward, or combative. Negotiating isn’t bad; it’s just that most of the negotiating you see in the movies is negotiating gone bad. Negotiating—in and of itself—is actually positive and essential ...

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