Ask A Negotiation Expert: In Negotiation, Communication Style Matters

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Article Excerpt

Is it better to appear warm or tough in negotiation? This month, Harvard Business School professor Francesca Gino, author of the forthcoming book Rebel Talent: Why It Pays to Break the Rules in Work and in Life, answers this persistent question.
Negotiation Briefings: In your research, you compared whether a warm and friendly negotiating style or

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