Thunderbird Professor Shares Tips on How to Negotiate with Jerks and Win
School to host Global Summit on Negotiation and Trust(Glendale, AZ) August 13, 2013 — Classic thinkers such as Machiavelli and Sun Tzu recommend total absence of mercy in negotiation. Subscribers to this philosophy come to the table prepared to crush the enemy at all costs — even if it means using stealth, deception and manipulation to get what they want. “This approach works largely because unprepared or naïve counterparts find it difficult to accept the idea that some people are cunning, devious and ruthless,” says Karen Walch, Ph.D., professor of cross-cultural communication and
