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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 9

Linking theory andpractice

Every negotiation you are involved with can potentially teach you something useful for the future – all you have to do is think about what happened and make sure you use the lessons.

Case study

The background

First, some information to set the scene.

Pat, a freelance journalist, writes articles and company material and does some public relations work. Working partly from home, her business is thriving; so much so that she has decided that she needs to replace the now aging equipment she has at home by a more up-todate computer and printer. After some research she has decided on the equipment that will suit her. She has received a quotation from an office equipment firm, and has asked their salesman to visit ...

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