Improve Your Negotiating Position
Imagine that your team is scheduled to run a 10-mile road race against a team from another company—and the race date is two months from today. And the stakes are high. Would you just show up and do the best you can, or would you start training tomorrow?
If you were serious about winning, you’d use every day over the next two months to build the speed and endurance of your team. And if you were clever and mischievous, you would do something to weaken your opponents, such as sending them a large daily batch of sugar donuts with a note reading, “With Our Best Wishes.” Those daily donuts would hit them like a ton of bricks somewhere around mile five of the race! Better yet, you could weaken the other team by recruiting ...
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