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BSS: Great Negotiating Skills by Bob Etherington

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Dealing with “Johnny Foreigner”

ImageI do not like thee, Doctor Fell,The reason why I cannot tell;But this I know, and know full well,I do not like thee, Doctor Fell.Image

Tom Brown (A student at Oxford University in 1680 about the then Dean, Dr John Fell)

There are plenty of weighty academic tomes out there covering the “science” of negotiating. Yet when “virgin negotiators” endeavour to apply the science they often discover that the actions of the person ...

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