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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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Act 2: Managing the flow of concessions to capture value

      10

Effective negotiators look for opportunities to create value by making trades across multiple issues. (DEEPAK MALHOTRA AND MAX BAZERMANN IN NEGOTIATION GENIUS)

Once we have established the gap, ie once both sides have stated their opening positions, we have to find a way of closing the gap to reach agreement. Just about everyone will have learnt (the hard way) that restatements of the original proposition are unlikely to work. If the other side didn’t agree the first time to our demands or proposal why should they the second, third or fifth time? In fact the more a demand or proposal is reiterated the more likely that resistance against it will build up, no matter how slowly ...

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