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How to Think Like a Great Negotiator

Dealcraft: Insights from Great Negotiators

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Mastering Negotiation Tactics

This chapter explores the essential elements of successful negotiation, focusing on the importance of understanding the 'why' behind tactics and building rapport with counterparts. It presents historical examples and various strategies, such as deal design and emotional connections, that negotiators have effectively employed to achieve favorable outcomes. The chapter concludes with insights on context, timing, and the ethical challenges faced in negotiations, setting the stage for future discussions on negotiation strategies.

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