“Win-win” is the buzzword for successful negotiations, but most fall short of the mark. Seasoned negotiators learn that getting to win-win requires outsmarting, outshouting or outmaneuvering your counterpart. Alas, these strategies are ineffective. Yet it is possible to “maximize the value” for all parties, a process negotiation expert Leigh Thompson calls “finding the sweet spot.” Thompson shares several hacks to help you find the sweet spot as you navigate negotiations. Once you do so, you’ll arrive at better solutions, whether you’re negotiating a work contract or control of the TV remote.
About the Author
Leigh Thompson is a business management professor at the Kellogg School of Management, Northwestern University. Her previous books include Creative Conspiracy and Making the Team.
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