Vol. 43, No. 36 MAY 5, 2025 The Art of Negotiation: Are you a Picasso or a Fracaso Spanish fracaso(frah-kah-soh), masculine noun 1. (loss), failure BY JOSE C. ROMANO • Appealing to Emotions or Fairness: “That’s not President & CEO Zoo Miami Founation...
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Vol. 43, No. 36 MAY 5, 2025 The Art of Negotiation: Are you a Picasso or a Fracaso Spanish fracaso(frah-kah-soh), masculine noun 1. (loss), failure BY JOSE C. ROMANO • Appealing to Emotions or Fairness: “That’s not President & CEO Zoo Miami Founation fair—you had it longer!” Children often invoke fairness to influence outcomes. Adults do the same, especially when I was always told, you catch more invoking shared values or social norms in leadership or flies with honey. Some, however, stakeholder alignment. Version in my house: (19 and 17 may disagree and will say that with year old) “What? You’re letting him (9 y/o) get away with honey you may not catch them at all, that? That never happened before. Buy me a new car.” but with a fly swatter, you are guaran- • Persistence and Timing: Kids rarely ask for some- teed success! This expression lies thing once. They read the room, wait for the right moment, at the root of a basic dispute on how and reframe their ask—skills vital in business d
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