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Podcast: New Books in Business, Management, and Marketing
Episode: Leigh Thompson, "Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table" (HarperCollins, 2020)
Description: Leigh Thompson is a Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University.Ā An acclaimed researcher, author, and speaker, she has developed several online and in-person courses on negotiation, leading teams, creativity, and virtual collaboration. Leigh is a best-selling author of 10 books includingĀ Negotiating the Sweet Spot: The Art of Leaving Nothing on the TableĀ (HarperCollins, 2020).This episode covers why dividing the pie and supposedly win/win solutions arenāt good enough. Myths about negotiations successfully are addressed, as well as the differences between scripted and unscripted negotiations. Specific āhacksā or solutions are raise...