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15. The Art of Negotiation: How to Get More of What You Want
Think Fast Talk Smart: Communication Techniques
How to Structure Negotiation Messages?
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In negotiation we tell ourselves correct way to negotiate is about one issue at a time. And that strategy is a recipe for valued destruction in e negotiation. So what i want to do is get a sense of value or importance of the issues over which we could negotiate. How important are they to you, compared to how important they are to me? I'm quite willing to concede on an issue that's important to you, especially if it’s not that important to me,. In order to get a concession on issues that're important to me. That's the beginning of the chunking process. and where are the symmetries in our preferences? The package level negotiations can be just as
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