The Negotiator’s Secret: More Than Merely Effective

By PON Staffon / Business Negotiations, Daily

James K. Sebenius (Program on Negotiation Executive Committee Vice-Chair; Gordon Donaldson Professor of Business Administration, Harvard Business School; Co-author of 3-D Negotiation)

Negotiators are often too confident of their own position and too quick to demonize the other side. In this article, the author describes steps to conquer these damaging biases.

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