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Business Genius by James Bannerman

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UP! YOUR NEGOTIATION SKILLS

The tenth Block and Limitation to Business Genius is naive negotiating.

And there are three main reasons for this:

  • Firstly, people naively assume they’re much better at negotiating than they are … (so they fall into the trap of thinking on their feet, when it would have been far wiser to plan ahead).
  • Secondly, people naively assume it’s smart to go straight for the specifics of a deal such as ‘how much?’ and ‘when by?’ … (so they fall into the trap of depersonalising the whole process, when it would have been far wiser to find common ground first).
  • Thirdly, people naively assume the only way to negotiate is to play hardball … (so they fall into the trap of turning every negotiation into a battle with a winner and ...

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