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Published: Mar 15 , 2016
Author: Stephen White

Residents on the Scottish Island of Lewis share a familial heritage with Donald Trump. When asked about the front runner for the Republican presidential nomination they were less than enthusiastic about his bragging and his style. It is the kind of behaviour that we regularly see at the negotiating table...

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Dealing With Unskilled Negotiators

There is a misconception that when you are negotiating with someone who is not very skilled at the art of negotiation, you will get a better deal. In fact, it’s actually more difficult. Why? When you’re engaged with a counterparty who has poor negotiating skills you’re likely to encounter the following scenarios...

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