The secret to becoming a better negotiator

06/17/2013 | Harvard Business Review online

The best negotiators tend to be "promotion-focused" individuals who concentrate on what they stand to gain rather than on what they may lose, writes Heidi Grant Halvorson. "When you are preparing for your next negotiation, take a moment to list everything you hope to accomplish, and all the ways in which you will benefit if you are successful," she recommends.

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