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Negotiate to Win by Jim Thomas

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A

academic approach

Africans

contracts and

personal bonds of

time as viewed by

agenda, complete setting of

concealed issues in

new issues in

process of

small issues as first on

Age of Reason

agreements on principal

aircraft

airlines

Americans

Californians

cultural diversity of

deadlocks accepted by

direct approach preferred by

English-speakers expected by

fair opening offers of

free gifts from

geometrically-increasing concession pattern of

guilt feelings of

homework done by

as legalistic

limited authority disliked by

market forces as influence on

New Yorkers

nibbling disliked by

“O.K.” sign of

persuasion preferred by

as self-selected non-negotiators

small talk stinted by

spatial envelope of

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