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BSS: Great Negotiating Skills by Bob Etherington

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Agreement in writing

Ever since the fateful loft conversion on my own home (fateful for the builder not me) I have always been first to produce the powerful “initial draft agreement”.

I did things right on that first occasion (more by luck than judgment I confess) but it taught me a lesson in getting the agreement on paper as soon as possible. This became the model on which the final negotiations with the builder then went ahead. It was a list of my requirements forged by me. It was up to the builder (the other side in this case) to put in suggested changes. I was clearly perceived as “very reasonable” (I never actually said those words) in the way I accepted the builder’s minor modifications. The eventual wriggles and mistakes caused by their ...

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