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Tips For Closing A Negotiation Faster

As negotiators we are always under pressure by our management to “close the deal”. I think that we are open to wrapping up our current negotiation as quickly as possible. However, we face a number of issues in trying to accomplish this no matter what negotiation styles or negotiating techniques […]

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Why Fears And Wishes Are Not A Negotiator’s Friend

When you know that you are going to be entering into a negotiating situation, what’s the one thing that you don’t want to bring to the table with you? It has nothing to do with the negotiation styles or negotiating techniques that will be used during the negotiations. I can […]

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Deadlines Make Sales Negotiators Give It All Away

Every sales negotiation has some sort of time limit associated with it. You might have an hour, a day, or even longer to conduct the negotiations, but there is some point in time at which you’ll run out of time to talk. This is when most sales negotiations fall apart. […]

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Deadline? We Don’t Need No Stinkin Deadline…

What would the world of negotiating be without deadlines? I can tell you that Hollywood movies would lose a lot of their plot if the bad guys couldn’t set impossible deadlines for our heroes to try to meet. What about real life – why do people use deadlines while negotiating? […]

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