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Negotiators Know That You Can’t Be Right If You Are Wrong

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I can only speak for myself, but when I’m involved in a negotiation, I’m INVOLVED in a negotiation. Unfortunately, what this means is that my attention is almost completely focused on the issues at hand. I’m keeping track of what both sides have agreed to, where the issues are, what negotiation styles and negotiating techniques … Read more

Only Brave Negotiators End Up Being Successful

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In order to be successful during a negotiation, what skills are really required? One skill that is all too often overlooked in my opinion is bravery. I like to define bravery as the willingness to try something that just might fail. If you are willing to take this leap of faith, sometime you can rescue … Read more