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“Everything is Negotiable”: Prepare, Ask, Revise, Ask Again
Cisco Systems’ 2013 Global Women in Technology Forum, scheduled for 27 March 2013, focuses sessions around the theme “Think Big, Play Big.” The planning team includes a number of recent graduate and...
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Mastering the Power Sandwich with Skillful Upward Influence
David Bradford Employees’ advancement in organizations is based on preventing problems before they develop, and pre-emptively uncovering opportunities to add value, according to Stanford’s David...
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Nothing to Lose: Effective Negotiating Even When “Powerless”
Michael Schaerer Most negotiators prefer to have alternatives as a “fall back position,” but INSEAD’s Michael Schaerer and Roderick Swaab, collaborating with Adam Galinsky of Columbia suggested that...
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