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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Negotiation as a Core Management Competency

Effective negotiation skills are increasingly important for executives, leaders, and managers in the business world. There are five key reasons for this.

Dynamic Nature of Business

Mobility and flexibility are the dictates of the new world of work. The dynamic, changing nature of business means that people must negotiate and renegotiate their existence in organizations throughout the duration of their careers. The advent of decentralized business structures and the absence of hierarchical decision making provide opportunities for managers, but they also pose some daunting challenges. For example, most people do not stay in the same job that they take upon graduating from college or receiving their MBA ...

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