How blind spots distort your desires in a negotiation

Joanne is gazing out the window. She is thinking hard about what she really desires.

When I teach the negotiation process to women, they often struggle with one of the first steps, which is defining what they desire. Whenever we negotiate, we need to start with ourselves – what we actually want. But often, it’s hard for us to see past our blind spots, which are shaped by the outcomes …

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