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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER 3

Our Four Negotiation Mantras

Our clients frequently ask us how best to recognize when the other party is prepared for negotiation. Sometimes, one party can begin a negotiation without the other party feeling that a negotiation has started. Our clients often ask how to distinguish between simply building initial rapport and the more substantial phases of negotiation, how they can be sure they should continue to negotiate, and how to know when it’s time to reach a conclusion. To answer these questions, RDC has four negotiation mantras that are worth chanting to yourself, as shown in Figure 3-1.

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Figure 3-1. The RDC negotiation mantras ...

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