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If you treat an individual as he is, he will stay as he is; but if you treat him as if he were what he ought to be and could be, he will become what he ought to be and could be.Goethe

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Negotiation

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Negotiate while protecting the relationship over time

Negotiate while protecting the relationship over time

A successful negotiation is foremost one that leads to implementing an acceptable agreement for each of the parties involved. How can you pursue your interests whilst protecting a constructive relationship with the other party?

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Managing emotions during a negotiation

Managing emotions during a negotiation

Emotions play a major role in the course of a negotiation. How can we learn from recent research in behavioral psychology and neuroscience to take advantage of these emotions, rather than suffering from them?

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The art of negotiation: A delicate balance

The art of negotiation: A delicate balance

Negotiations are not just power struggles. The most beneficial agreements are obtained by also seeking ways to best respond to the interests of the other party. How can you manage this delicate balance?

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Negotiate with agility

Negotiate with agility

Far from being restricted to a balance between well-established forces, negotiation is a process highly subject to uncertainty. How can you maximize your chances of success by developing your ability to adapt to the unexpected?

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The language of negotiation

The language of negotiation

What is a good negotiator? It's not just a strategist, but also someone who knows how to use language astutely.

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The human side of negotiations

The human side of negotiations

Negotiating successfully takes more than just reconciling different interests. Considering the human dimension when negotiating considerably increases the chances of success.

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Avoid reaching an impasse in negotiations

Avoid reaching an impasse in negotiations

How to conclude a negotiation which appears to be heading for an impasse? Diplomatic negotiations can serve as enlightening examples.

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International negotiation

International negotiation

Negotiation practices are not as universal as people tend to believe. In fact, it is important to know how to adapt your behavior to the cultural context of the counterpart.

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Selling your innovative ideas

Selling your innovative ideas

Any innovative project owner faces a paradox: the novelty nature of his/her idea is precisely what gives it value; yet, it is also what generates reluctance. How can you release these brakes to get your innovative ideas across better?

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Cultivate your charisma

Cultivate your charisma

Charisma essentially stems from our ability to communicate beyond words—through our posture, gestures, eye contact, etc. How can we develop this key factor of influence?

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