How to Save Face in a Negotiation with Michael Macchiarelli
Negotiate Anything
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The Importance of Positive Face in Negotiations
People always want to do things on their terms. That is truly, as found in sales, it's true in negotiation. Successful negotiators are definitely good at leveraging positive face and set the tone for what's about to come later on. The whole reason why we're negotiating anyway, towards the latter stages of the negotiation, you'll see a lot of negative face work.
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