Beating the Odds in Difficult Negotiations

Through agile, creative moves, the U.S. national women’s hockey and soccer teams overcame resistance to negotiate groundbreaking labor contracts.

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Article Excerpt

Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior

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