In negotiation, are your differences holding you back?

Our individual differences can be a boon or a benefit to our negotiations, research shows. Here’s how to determine if you need to change.

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Article Excerpt

In July 2012, Google executive Marissa Mayer, a top contender for the position of CEO of Yahoo, had a dazzling interview with the struggling Internet company’s board of directors. Mayer presented a detailed, impressive plan to lead each sector of Yahoo’s business, and she skillfully reassured board members about her perceived weaknesses, reports Bethany McLean

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