The Ultimate Guide to Pre-Negotiation Success with Roy Koppelmann
Negotiate Anything
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The Psychology of Leverage in Negotiations
In the case of our downtown Charleston deal where the $25,000 was extracted, we're dealing with the principal. In the case of the other deal, we are dealing with an agent, not the principal. She's a little less vested. Ultimately, there was another dimension, which was that her property had sat a little longer. And so in any event, I think it was just different. But the principal definitely understood where we were at in the back and forth of the leverage.
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