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The Process of Negotiation, Negotiating Effectively Will Make You the Leader of the Conversation
If people are kind of by default unprepared and ill prepared to go into these conversations and to discover the deal, that would mean that the person on the other side of the table probably is too. And I tell people the process of negotiation, negotiating effectively often makes you the leader of the conversation. Not only do you have the initiative in the conversation where they're kind of responding to you, but you're actually showing them how they should comport themselves during the conversation. You think about the concept of authority, book reference, Robert Chaldini influence. It's persuasive. If you demonstrate that you have authority in your field, then people are going to be more persuaded by the things that you