Ask A Negotiation Expert: Facing Difficult Problems? Bring High-Level Values to the Table

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Article Excerpt

Melvin Shakun is a management consultant, professor emeritus at New York University, and founding editor of the international journal Group Decision and Negotiation. He spoke with Negotiation Briefings about how negotiators can break through impasse and resolve conflict by appealing to common values.
Negotiation Briefings: How do you define values in the context of negotiation?
Melvin Shakun:

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