2Your Style: Changes You Need to MakeWhen Negotiating with Men or Women
By the time I had spent seven years working as a negotiation instructor and consultant for the Karrass Company, the leading global negotiation training company in the world, I’d spoken to thousands of executives. Teaching negotiation skills to Fortune 500 executives in the United States, Latin America, and Mexico had become second nature to me. I was good at it. No one ever challenged my competency. But that changed the day I walked into the boardroom of a large country club in Mexico to teach a negotiation course. Eighteen executive-level men (who were twice, if not triple, my age) dressed in expensive suits smiled at me but watched the door, expecting someone else to arrive ...
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