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BSS: Great Negotiating Skills by Bob Etherington

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One effective tactic for Italians (and other fast negotiators).

Having spent some considerable time negotiating in Milan I have found that Italians (often talking at great speed and in a comparatively excitable manner compared with many other country’s nationals) will often try to batter through this stage at quite a pace. They will repeatedly insist on their terms to wear down their counterparties. Knowing this I have found one very effective tactic in the face of any “Hurry! Hurry! ... Haste! Haste!” ploy is to appear to “lose focus.” This is what I do: Imagine a typical situation. Possibly the second or third meeting in the process of a complex negotiation. They clearly want to do business with me or they wouldn’t still be sitting there. We ...

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