Getting past “You go first”

When mutual sacrifice is required, it can be hard to push past impasse. The recent U.S.-China climate change accord shows how trust-building gestures can help.

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In our easiest professional negotiations, we have ample resources to divide among us, and everyone involved expects to benefit in both the short term and the long term from a deal. Unfortunately, there are also times when reaching common ground would require significant sacrifices from everyone involved. The temptation in such situations is to stonewall … Read Getting past “You go first” 

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