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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 5

Deploying the tactics

A good many detailed tactics are important throughout a meeting as it progresses. These must be deployed carefully, and the precise manner in which this is done may make the difference between striking a deal that is good or merely OK. These factors should be regarded as cumulative in effect. One may help; the right mix may clinch the deal. What is more, the way you deploy such techniques may need to be disguised, or at least not made obvious. As the Duc de la Rochefoucauld said, “The height of cleverness is to be able to conceal it.”

Conducting the negotiation

The complexities of negotiation put a high premium on managing the meeting effectively. During the process, two separate factors run in parallel:

The ...

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