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Finding the Right Voice

In: Negotiating Life

Author

Listed:
  • Jeswald W. Salacuse

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.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Finding the Right Voice," Palgrave Macmillan Books, in: Negotiating Life, chapter 14, pages 183-193, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_14
    DOI: 10.1057/9781137318749_14
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