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Facing up to the nuances of negotiating

Thursday, October 08, 2015 @ 8:00 PM | By Geoff Kirbyson

When people talk about the “art” of negotiation, they’re not kidding.

While sitting around a boardroom table trying to hammer out a contract might seem pretty straightforward, that’s rarely the case. There are strategies for dealing with the person or people across the table from you, and to set the stage.

In fact, if you don’t take the right tack before you’re in full negotiation mode, your conversation might never get off the ground.

With globalization a fact of life, there’s an excellent chance your counterpart...