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Harvard’s Sheila Heen Reveals Why We’re All Negotiating the Wrong Way

Negotiate Anything

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Emotions and Power in Negotiation

This chapter emphasizes the role of human emotions in negotiations, advocating for authenticity over suppression in challenging discussions. It explores the fluid nature of power dynamics, illustrating how influence varies depending on context and encourages a collaborative approach to conflict resolution. Additionally, the chapter highlights the evolution of negotiation practices influenced by technology, stressing the need for appropriate communication methods in digital interactions.

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