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REAL-WORLD INSIGHTS
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Published: Oct 18 , 2021
Author: Randy Kutz
Negotiation learning opportunities can be observed all around us. While at the grocery store the other day, I overheard a dad (with a whispering tone) remind his rambunctious toddler to use his “inside voice.” It reminded me of a particular negotiation . . .
Published: Jun 21 , 2021
Author: Randy Kutz
Negotiation success is information dependent. Nobody ever leaves the negotiating table wishing they had less information. But information is also a scarce commodity among negotiators, especially truthful information.
Published: Oct 05 , 2020
Author: Randy Kutz
It’s often been said that nice guys finish last. In the world of dealmaking, this may or may not be true. While being kind and winsome at the negotiating table can serve to build rapport, cultivate trust, and create a collaborative environment — all essential ingredients for success — these EQ traits have to be rooted in ethics.
