4min chapter

"World of DaaS" cover image

Sheila Heen: How to Navigate Hard Conversations

"World of DaaS"

CHAPTER

Are You Treating Unfairly?

Research suggests that when people feel like they're being treated unfairly, they basely reject a deal even if it's in their best interests. How do we keep discussions flowing when a party feels there treat unfairlbecause that does happen all the time. So you might say, look, the substantive outcome is still fair to you. And i might say, yeh, but the process sucks. We agreed to these terms. Did you know that orn im an this ation with procurement? Need i say more?

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