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Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008

Abstract

Instead of thinking of negotiation as an art, think of it as a discipline that must be approached in an organized, systemic manner. This chapter illustrates how such an outlook will help you achieve across-the-board improvements. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

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Abstract

Instead of thinking of negotiation as an art, think of it as a discipline that must be approached in an organized, systemic manner. This chapter illustrates how such an outlook will help you achieve across-the-board improvements. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

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