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How To Create Value During A Negotiation

At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. […]

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In A Negotiation You Always Have To Be Looking For The Icebergs

When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple […]

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How We View The Other Side Just Might Determine The Kind Of Deal We Reach

When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based […]

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