Notes d’épisode
A deep dive into Getting More by Stuart Diamond.
Negotiation is not a specialist's affair, confined to boardrooms and salary talks. Every time people interact there is negotiation, spoken or unspoken, conscious or not: driving, talking to your children, doing the shopping. What decides the outcome is almost never the strength of your case, but what the person across from you perceives and feels. Collaboration, attention to perceptions and emotional intelligence produce four times more value than power, leverage and logic, and twice as many deals closed: twice as many transactions, each one…
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