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Negotiating at Work by Jessica L. Porter, Deborah M. Kolb

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4Getting Negotiations off the Ground

Invariably when I give a talk about how to prepare to negotiate a lowercase n-negotiation, somebody in the audience will raise her hand and let me know that it's all well and good to talk about the importance of preparation, but how do you get the negotiations off the ground?1 We are always told to prepare, prepare, prepare—get good information, position ourselves to negotiate, come up with creative options, and be mindful of the other person's situation. Yet despite all this preparation, getting people to the table to negotiate with you can still be a challenge. This is especially true at work where there are no clear-cut occasions to negotiate, with the possible exceptions of budgets and salaries. Getting ...

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