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BSS: Great Negotiating Skills by Bob Etherington

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2. BUILD BRIDGES EARLY, TO LEVEL PLAYING FIELDS

All human beings share some similar human experiences with each other. For example, you could select from ... a family ... a place to live in ... a life outside work ... kids ... and so on. So do your best, early on, to find out what you might be able to share with a potential business partner. Anything that will allow your “Johnny Foreigner” counterparty to share something with you. With one Japanese businessman I could only discover that he had lived, during an “ex-pat” assignment in England, just outside London in a road adjacent to my own and his children had attended the same school as mine. “Ah Oakwood Avenue ... in Beckenham ... you know it! A very high class road! Very good houses. Many ...

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