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Executives Miss A Big Opportunity When They Negotiate
Re: James Sebenius
A working paper from Harvard Business School's James Sebenius points to a third element missing from previous research and practice: helping to resolve a partner's internal hangups and roadblocks. Sebenius calls these "Level 2 barriers", the factions or concerns 'behind the table' that can derail a deal, even if it's of mutual benefit to both parties.