Negotiation plays a central role in life from an early age. Haggles over homework, discussions about sharing an apartment, buying a car or agreeing terms for a job – we must all negotiate all the time.
Yet the science of negotiation is an obscure discipline, and I fear few of us really practise it with much rigour or forethought.
No doubt most of us believe that we are better negotiators than we really are. All business leaders should be especially willing to improve their techniques.
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