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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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The Skills of Effective Negotiators

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The most important trip you may ever take in life is meeting people half way.

—Henry Boyle

WHAT MAKES AN EFFECTIVE negotiator? Many of the skills and methods that talented negotiators use are developed over time with lots of practice. With training and experience, you can develop and strengthen your negotiating skills, too. To increase your effectiveness, focus on the following skills:

  • Align negotiating goals with organizational goals. Effective negotiators operate within a framework that supports the strategic goals of their organization.
  • Be thoroughly prepared. An effective negotiator collects as much ...

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