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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 2

Deploying the coretechniques

Defining the process

There is more to negotiating than at first meets the eye. First of all, consider what negotiation is not. For a start, it is not simply stating a grievance. Imagine that your toaster has come back from the menders but it is still doing its best to cremate your toast. Most people would complain instinctively, but often without proposing any remedy. At best, complaints produce apologies. At worst, they produce arguments in which threats produce counter-threats, and this can ultimately result in an impasse. All too often communication can end up this way. It starts with complaints (“Productivity in your department is dropping,” “Sales results are below target”) and then deteriorates into ...

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