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I Win, You Win by Carl Lyons

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5Using Objective Standards

It is an inescapable fact that even if you have identified the other party’s interests, created a state of rapport and generated creative options, that you will eventually have to agree on the price, the length of lease, delivery date or pounds per square metre. At some point you will get down to an agreement that has the figures at the bottom of the page. When it comes down to the money, you will need some way of evaluating any offer on the table. For this you will need some kind of reference point that is objective and ideally independent of both parties. This is where objective standards come in. You can manage all of the relationship issues we discussed earlier in the most constructive way possible; you can listen ...

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