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Encountering the unexpected is part of all negotiations but, with the right strategy, you can capitalise on the positive aspects of surprise, while side-stepping negative reactions.
Negotiating is an integral part of daily business life, especially on a low-key level – it’s what helps the wheels roll towards shared goals.
It’s a growing trend for top managers to supervise a team of specialists whose knowledge of a particular subject area goes way beyond their own, writes Wanda T Wallace for Strategy+Business.