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High Stakes Negotiation: How to Win With Persuasion with Michèle Flournoy

Negotiate Anything

00:00

How to Get Ground Truth When It's Difficult to Get Real Information

In a large, highly layered, hierarchical organization it's very hard to see more than like two, two layers down. So you've got to find out whether it's management by walking around, or pulling junior people into your office. And again, that bench speaks of the follow throug which is an important part yet. People manage up very well. They know what they should be doing, so that's what they tell you. That's what they are doing. But finding out whether what's actually happening takes some other method sometimes, to really get aground a picture of ground truth.

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