Should You Appeal to Their Sense of Sympathy?

New negotiation research suggests ways to make the most of your weakness.

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Article Excerpt

Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because of difficulties you are suffering behind the scenes. Maybe your organization is struggling financially and needs a break to stay in the black. Or you are planning to ask for a raise to help cover … Read Should You Appeal to Their Sense of Sympathy?

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