Win Over the Person Blocking Your Deal

Successfully rally the people obstructing an agreement to your cause using arguments and key drivers best adapted to each profile.

Author(s): Paul V. Weinstein

Publisher: Harvard Business Review

Date of publication: 2014

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Synopsis

This article is one of the sources used in Manageris’ synopses:

Negotiate with agility

Far from being restricted to a balance between well-established forces, negotiation is a process highly subject to uncertainty. How can you maximize your chances of success by developing your ability to adapt to the unexpected?

240b – Synopsis (8p.) Negotiation

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