Business negotiation is an indispensable skill every individual should posses and master. It is impossible to succeed in business or any other organisation without it. Surprisingly, research suggests that business school graduates are not being taught the basic principles of negotiation. Many graduates have no clue as to how these principles affect human behaviour.

What business schools teach about negotiation?

Training in business schools usually revolves around how to get the ‘yes’ answer and thereby close a deal. Invariably, most of these tactics do not work in real-world situations, often destroying negotiations.

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