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SoCal Connected
Bargaining With The Devil
In areas from international diplomacy to business and domestic relations, it's a question that is as old as the ages: when faced with an adversary, should you stand on your principals and refuse to give in, or should you negotiate?
That's a difficult decision that requires knowledge and wisdom, says Harvard professor Robert Mnookin. An expert in negotiation, he's written a book called Bargaining With The Devil. He recently spoke at an even sponsored by The Drucker School of Management, where he talked about bargaining, and about finding a balance between the intuitive and the analytical, between our pragmatism and our principles.
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