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Creating Great Choices with Roger Martin

The Decision Corner

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Getting to Yes - Is There an Oppositing Model of Negotiation?

Getting to Yes is a book about the deficient and yet almost universal model of negotiation. The authors are pushing against an adversarial nature of negotiation, says Michael Wolraich. In similar ways perhaps there can be adversarial kinds of undertones around a boardroom, even if everyone is quote unquote playing for the same team," he adds. "An opposing model shows up essentially on my washes up on my shores"

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