Dear Negotiation Coach: Minding the Gap – Should You Disclose Sensitive Facts?

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Article Excerpt

Q: I’ve heard a lot about the benefits of nonverbal behavior in negotiation. Shaking hands seems like such a natural way to begin a negotiation, but does it signal too much eagerness to reach agreement?
After working at the same company for many years, I was laid off. Although I was devastated, I decided to view

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