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Negotiations: All Skill, No Ego

Are you a good negotiator? Often the worst negotiators are the people who believe they’re good at it. They are the old-school who believe that to win, someone else has to lose. Often they’ll use the whole process to massage their own ego, hardly a healthy way to conduct business.

Simon Kelland, Managing Director of Scotwork Negotiating Skills, says the idea of positional bargaining — in which someone must always lose — is not the best approach for a long term relationship. Instead, try and build the size of the pie so all parties have a winning outcome.

First published on CBS News

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