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Negotiation Skills for Rookies by LID Editorial

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Introduction

There can be no better place to start than with Annabel, aged 6, who is quoted in an internet newsletter as saying: “If you want a guinea pig, then you start by asking for a pony.” This is indicative of wisdom way beyond the young lady’s age, and – as we will see – of an apparently inherent understanding of a core principle of the process of negotiation. Doubtless Annabel has more to learn, but she is off to a good start.

Negotiation may seem, at first sight, like something that other people do. High-powered business people, politicians and union leaders negotiate. But, to put it more simply, they are bargaining, and all of us do that. When you bargain, and bargain successfully, you can smooth relations and save money, time, aggravation ...

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