14 roles of negotiations

07/31/2014 | Strategy+Business online (free registration)

When people negotiate, they wear one of 14 metaphorical hats, according to a book by Shirli Kopelman. If you can manage to integrate those "hats" into a single, more comprehensive version of your personality, then it's often easier to stage win-win negotiations. "It is not about impression management, nor is it a facade nor a mask, but a genuine reflection of you as person," Kopelman writes.

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