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The Behavior of Successful Negotiators
Book •
In this research, Rackham analyzed the behaviors of skilled negotiators through a study involving 102 negotiating sessions.
He identified eight face-to-face behaviors and planning strategies that distinguish successful negotiators from average ones.
The findings emphasize the importance of specific behaviors and preparation in negotiation, differentiating them from less effective approaches.
He identified eight face-to-face behaviors and planning strategies that distinguish successful negotiators from average ones.
The findings emphasize the importance of specific behaviors and preparation in negotiation, differentiating them from less effective approaches.
