The Truth About Negotiating with Someone You Hate...or Love

Business & Finance, Management & Leadership, Negotiating
Cover of the book The Truth About Negotiating with Someone You Hate...or Love by Leigh L. Thompson, Pearson Education
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Author: Leigh L. Thompson ISBN: 9780132485159
Publisher: Pearson Education Publication: August 31, 2010
Imprint: FT Press Language: English
Author: Leigh L. Thompson
ISBN: 9780132485159
Publisher: Pearson Education
Publication: August 31, 2010
Imprint: FT Press
Language: English

This is the eBook version of the printed book.

This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats.

 

 

How to negotiate successfully with people you can’t stand — and people you can’t resist.

 

 

You will almost certainly have to negotiate with some people who have pathological personalities. Medicating them is not an option, so what can you do? Replace “D” (dispositional) statements with “B” (behavioral) statements. Label your feelings, not people. Change your behaviors, not your feelings. Let’s take each of these points in turn…

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

This is the eBook version of the printed book.

This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats.

 

 

How to negotiate successfully with people you can’t stand — and people you can’t resist.

 

 

You will almost certainly have to negotiate with some people who have pathological personalities. Medicating them is not an option, so what can you do? Replace “D” (dispositional) statements with “B” (behavioral) statements. Label your feelings, not people. Change your behaviors, not your feelings. Let’s take each of these points in turn…

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