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

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Creativity in Negotiation

Usually, by the time managers return to the classroom for negotiation training, the cases and simulations presented to them have already been transformed into a neat, gamelike structure, complete with payoff charts. Managers are then challenged to come up with a mutually-agreeable solution. However, even under these “near perfect” learning conditions, people frequently leave money on the table.

Real-world negotiations are quite a bit more daunting than those that are used in managerial education. It is no wonder that the managers and executives that we talk to regard their own real-life negotiations to be more difficult than those encountered in the classroom. Real-world problems do not present themselves as structured ...

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