Chapter 9. Common Pitfalls

Sounds pretty easy so far, doesn’t it? The steps and tactics described in the previous chapters can take you a long way. But watch out: There are some crafty players out there and you don’t want to run afoul of their negotiating ploys. We’ll cover some of those ploys here. We’ll also identify common errors you must avoid, what to do when negotiations fail, and some things that American readers should keep in mind as they negotiate across national and cultural borders.

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