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The Art of Negotiation
After Hours
What's the Scope of the Negotiation?
A lot of success or failure is determined by the way in which they're setting up the negotiation. How you set that frame depends a lot, not just the speeches you're making but their understanding of your political situation. Too often, in these complex negotiations, those decisions are being made in different silos. The people in charge of the scope are being influenced by different sets of politicians and there's nothing unifying your strategy as you walk into the room.
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