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Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships by Melanie Billings-Yun

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Chapter 12. YOU CAN NEGOTIATE!

I have often been told by nervous clients that the very thought of negotiating intimidates them because they have no experience at it. Nonsense. They've simply bought into the common misperception that negotiation is a formal face-off involving buying and selling or treaty-making. In fact, those are only a tiny fraction of the negotiations that are going on all around us all the time. Every one of us negotiates, whether consciously or not, because every human relationship involves negotiation. Though you may not always be aware of it, if you work in a large institution you negotiate nearly every day. Even if you work from home you have to reach agreements with other people from time to time. The challenge, therefore, ...

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