BEING NICE IN NEGOTIATIONS CAN BACKFIRE

The FEDSMILL board member with decades as a union chief negotiator has often explained to the rest of us why the chief spokesperson often needs to “not be nice” to the other side.  In fact, he calls it a critical bargaining leadership skill. Now the Harvard Business Review has published some research making the same point. While we do not want to burst the bubbles of all the interest-based negotiations purists out there, they and all other negotiators would benefit from reading the HBR with the same title as this post.

About AdminUN

FEDSMILL staff has over 40 years of federal sector labor relations experience on the union as well as management side of the table and even some time as a neutral.
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