Negotiation Simplified with Jim Reiman
CFO Bookshelf
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You Haven't Talked About the Other Side
negotiation is a problem solving solution, both sides want to achieve a deal. So you have to identify the problems and then find solutions that both sides can live with. Your preparation is understanding yourself as much as it is understanding your counterpart. And by the way, you've done something very important. You haven't talked about the other side. A competitor, an adversary, competition. It's your counterpart. Both sides don't need to win, but they have to be satisfied in order to achieve their goals.
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