Dear Negotiation Coach: Expertise Can Blind Us

By PON Staff on July 6th, 2015

Article Excerpt

Question
I have been in the real estate business for many years and have closed many successful deals. Over the past year, I have been involved in a negotiation over the sale of a piece of land. It’s hard for me to believe we have made so little progress. This is an important deal in the … Read Dear Negotiation Coach: Expertise Can Blind Us

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IN THIS ISSUE

First, Put Yourself In Their Shoes
To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. Secretary of State Madeleine Albright.
Bargaining in Bad Faith: Dealing with "False Negotiators"
We tend to forget - at our peril - that not everyone at the bargaining table wants to close a deal.
In DuPont's Proxy Battle, An Expensive Power Struggle
A risky decision to fend off a corporate raider pays off in the end.
When "Honor Talk" Pays in Negotiation
How honor and culture impact negotiations.
Dear Negotiation Coach: Expertise Can Blind Us
Negotiating the sale of a piece of land and expertise at the bargaining table.

IN FUTURE ISSUES

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