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sequencing in negotiation

The following items are tagged sequencing in negotiation:

Get the sequence right

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Set off a Chain Reaction,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter. Artful sequencing in negotiation means lining up deals so that each agreement increases the odds of nailing down the next one. A hedge fund manager might find that certain investors will decline to put their … Read More