Derek Gaunt is a hostage negotiator and author
Unstructured
Hostage Barricade Management
"How many times do you think i led with that when i picked hamy tumps?" he asks. "We start out deferring, and we continue to end in a deferential manner, because we want them to do business with us." He says the same can be said for business negotiations. 'Until you address the emotional aspect as the other side sees it, you're going to be in a less advantageous position'
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