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Negotiate to Win by Jim Thomas

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Whenever I talk with people about negotiating, a handful of topics, concerns, and questions seem to come up again and again. In this chapter we’ll look at some of these everyday negotiating issues. I won’t treat anything exhaustively, my goal being only to offer some ideas that you might find useful, provocative, or entertaining. Enjoy!

1. What if the other side won’t negotiate?

If your otherwise amiable counterpart is unwilling to enter into a give-and-take with you on an issue, briefly try taking a very firm lead—dancing for him, in effect. Let’s say the first issue is quantity, and your counterpart—a person of few words—says, “200 units.” You ask if he’s sure about that number, and he says, “Yup.” Gently krunch his position ...

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