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THINK AGAIN - Commented Book

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Negotiation Is a Dance, Not a War

In a negotiation, agreeing with someone else's argument is disarming. The experts recognized that in their dance they couldn't stand still and expect the other person to make all the moves. If you try too hard to lead, your partner will resist. In a war, our goal is to gain ground rather than lose it so we are often afraid to surrender a few battles.

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