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| Author: | Coutu, D.L. |
| Title: | Negotiating without a net: A conversation with the NYPD's Dominick J. Misino |
| Journal: | Harvard Business Review
2002 : OCT, VOL. 80:10, p. 49-52, 54 |
| Index terms: | Negotiation Management Skills USA |
| Language: | eng |
| Abstract: | In some languages, the word for "business" is the same as the word for "negotiation." That's not really surprising. Every interaction with customers, suppliers, and even partners and investors entails negotiation. And some involve very high stakes. As a hostage negotiator for the New York Police Department (NYPD), Dominick Misino is a man who knows about negotiating when the stakes are at their very highest. Negotiation, he says, is really a series of small agreements. Many of the techniques are surprisingly as applicable to law enforcement as to business negotiations, where the parties may seem equally intractable and failure is not an option. |
SCIMA