Arguing over who’s right? Change the discussion

In negotiation, debating whose rationale is fairest can be a waste of time. Here’s how to get beyond such disagreements and come together.

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Article Excerpt

In 2013, negotiators from Citigroup and the U.S. Department of Justice (DOJ) began meeting to discuss what penalties the bank should face for allegedly defrauding investors in 2006 and 2007. The DOJ accused Citigroup of ignoring signs that a significant portion of the mortgages it had packaged and sold had underwriting defects. Widely criticized for … Read Arguing over who’s right? Change the discussion

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