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15. The Art of Negotiation: How to Get More of What You Want
Think Fast Talk Smart: Communication Techniques
Negotiation - It's Not Just About You
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The first thing i need to understand is, what are my alternatives? What happens to me in the case of an impass? There have been a ton of research in this area, and it's really very clear those folks better alternatives, on average, walk away with more in the negotiation. If you're not clear what your bottom line is, and you don't have the discipline to maintain that bottom line, whatever surplus exists in the negotiation can easily flow to your counterpart. So i must leverage up my expectations. I must think about an aspiration. An aspiration is an assessment. And when i present a proposal to you, i'm going to present that proposal as a solution to a problem
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