Management Perspectives

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For a sweet deal

by Cash Nickerson
Indian Management November 2021

Successful negotiations are all about using soft skills to find the sweet spot where a favourable outcome can be reached for all sides. When people feel like they are being heard and valued, they are more likely to agree and cooperate in the process.

Cash Nickerson is Chairman, AKKA North America’s Business Unit. He is Professor of Practice, Washington University in St. Louis, School of Law. He is also author, Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange.

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