Finding the Right Voice

Jeswald W. Salacuse

Chapter 14 in Negotiating Life, 2013, pp 183-193 from Palgrave Macmillan

Abstract: Abstract “Surely, whoever speaks to me in the right voice, him or her I shall follow.”1 With this line from Leaves of Grass, Walt Whitman offers negotiators an important lesson about persuading others. By stressing the need to speak to a particular individual in the right voice, Whitman underscored the importance of shaping communications to meet the interests and concerns of the specific people we seek to persuade.

Keywords: Objective Standard; Grand Round; Chief Financial Officer; National Health Care System; Training Seminar (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-31874-9_14

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DOI: 10.1057/9781137318749_14

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