Dear Negotiation Coach: In Negotiation, Make ‘Em Laugh?

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Article Excerpt

Q: Last week I sat in on a negotiation among some of our company’s partners. Just when it seemed that they had reached a stalemate, my boss cracked a joke that instantly lightened the mood. Almost magically, she was able to rejuvenate the conversation—and reemphasize her position—in a way that proved effective. But I can

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