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Quote by Roger Martin

“Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.”

Quote by Roger Martin

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Roger Martin
Roger Martin

Roger Martin, born on August 4, 1956, is an accomplished author known for his works across various fields, distinguished by his profound insights and unique narrative style. more

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