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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 6

Further techniques tokeep you ahead

Ten top tactics

The techniques that follow can be used, together or separately, as appropriate. While you need to be aware of the danger of adding too much to the mix and making things overcomplicated, these techniques can all help, and neglecting one when it would be effective can risk your hopes of success. You need to be prepared to use each or all of the available techniques as appropriate to maximize your negotiating skill.

1. Use silence

Saying nothing can sometimes be as powerful as speaking, provided that silence is used at the right time and in the right way. As most people quickly feel embarrassed by a silence, after even a few seconds, it can take a conscious effort to hold it, but it can ...

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