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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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Creativity the ultimate negotiation skill

      12

Good negotiators do two things: They create value and they claim value. (DAVID LAX AND JIM SEBENIUS)

There will be times when no matter how well Act 2 has been conducted there still remains a significant gap between the two sides and no amount of concession trading will close the gap. Good negotiators will attempt to apply creativity long before reaching this impasse. In addition there are often opportunities to create an even better deal for both sides using a creative negotiation approach. Creative negotiation can arise from one of three sources:

      1  differences between the parties, usually their preferences, interests, restrictions or fears;

      2  reframing objectives, perceptions ...

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