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How to Manage: Negotiating for Your Team

Women at Work

CHAPTER

The Importance of Being Nice in a Negotiation

Martha, I know you have some research around being nice in a negotiation and what that does and doesn't do for you. Everything that we talked about in the last couple of episodes as well is needing to be perceived as nice and likable but also authoritative. So how does the relationship you have with your boss or whoever you're negotiating with factor in? Martha: How do I think about building the relationship that will bring me the credibility, the ease of conversation, whatever it is that will get me what I'm asking for.

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