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Bob was a lawyer with a reputation as a great negotiator. He was tough, bellicose and obstinate, a yeller and table banger, willing to say no without further discussion.

Mike, also a lawyer, was the polar opposite. He was clear about his objectives, centred and calm when everyone else was losing their cool.

He exemplified the three qualities that Corey Kupfer, author of Authentic Negotiating, says are central to success when bargaining, be it for work, a car, or a new home: clarity, detachment, and equilibrium.

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Linda Blair is managing partner, Deloitte Ontario; Miyo Yamashita is managing partner, talent & workplace, Deloitte Canada, and member, Deloitte global board of directors.

The Canadian economy is providing reason for optimism. A surge in full-time work has fuelled 10 consecutive months of net job gains. Against this powerful growth, Canadian organizations are competing for talent. The pressure is on to attract and retain top talent in order to compete globally. Now, more than ever before, leaders must make deliberate and bold changes to how they recruit to meet the needs of the next cohort of leaders: millennials.

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