In negotiation, sadness can have a silver lining

New research suggests business negotiators are sometimes rewarded for appearing vulnerable.

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Article Excerpt

The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more missiles to its strategic partner. Over the course … Read In negotiation, sadness can have a silver lining

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