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How to Become a Better Negotiator, Second Edition by James G. Patterson, Richard A. Luecke

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Tactics

Now that you understand the five steps that most negotiations go through, let’s consider some practical tactics you can employ to come out with the deal you want. There’s nothing mysterious about these, and they are not by any means the only negotiating tactics available. But taken together they can give you a big advantage. These tactics are:

  • Framing the issue

  • Setting an anchor price

  • Offering alternative deals

  • Using time to advantage

  • Closing the deal

Framing the Issue

People operate with mental frameworks that shape perceived reality. Their framework is the lens through which they see things. For example, in describing the state of the nation, an economist will assess the state of the union in terms of annual domestic product, per capita ...

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