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How to Manage: Negotiating for Your Team

Women at Work

CHAPTER

Introduction

Kelsey Alpeo: I found negotiating for others to be energizing in a way that negotiating for myself wasn't. Martha Jung is a management professor at the Hong Kong University of Science and Technology. She studies the ways people act when they're negotiating and which behaviors are effective. Being warm and friendly backfires in certain situations, she says.

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