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Here’s a persuasive strategy that few managers use: two-sided argumentation. If you merely ignore or dismiss opposing views, you polarize potential allies. Support your proposal, then rebut other assertions. Note: The supportthen- rebut order works better because if you start by knocking down others’ views, they’ll stop listening.
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Even the most hard-boiled negotiator has emotions. And understanding how to leverage yours — and your counterpart’s — can spell the difference between success and failure. While most negotiating training focuses on the rational side of negotiation, the emotional side has been neglected....Click here to find out more.