In the contracting meeting, the department head reviewed my proposal and slid the contract back across the table at me, shaking her head. “Too much,” she said. “I’ll give you 20% less.”
This was more than a decade ago, when I was just starting out in private practice, and one of my first big opportunities was […]
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In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation.
However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn’t the same need […]
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Here’s what the research has turned up. E-mail negotiations:
* appear to take longer than face-to-face negotiations.
* provide less satisfaction than face-to-face negotiations.
* are perceived as less fair than face-to-face negotiations.
* are more impersonal, allowing less rapport to be established.
* are less diplomatic and often use blunt, misconstrued messages.
* lead to more deadlocks, misinterpretations, and mistrust.
It […]
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