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Securing a contract, hiring a contractor, leasing a car, and raising a child: each is a task requiring careful negotiation. In business and in parenting, the key to a successful negotiation is not only what you negotiate, but also how you negotiate. When performed well, negotiations can produce positive behaviors and agreement; when performed poorly, they can result in recalcitrance and resentment.
My guest, Dr. Matthew Cronin, Associate Professor of Management at George Mason University and a sought-after expert on negotiations, will help us sort out the essential elements of this proce
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