Negotiations

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Skills That Will Remain in Demand In a Computer-Rich World

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Skills such as applied math and statistics, negotiation and group dynamics, and persuasion can help you prepare yourself for careers in a fast-changing economy filled with ever-faster, ever-smarter computers, write MIT Sloan’s Erik Brynjolfsson and Andrew McAfee.

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When Is It Legal to Lie in Negotiations?

When someone asks, "What is your bottom line?" few negotiators tell the truth. But how much bluffing is ok? Business negotiations law is infused with ethical considerations. Author G. Richard Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. "An ethical sensibility, far from being a 'luxury' in business negotiations, may be a negotiator's best counselor," Shell writes.

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