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Persuasion, 4th Edition by James Borg

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Negotiating for mutual benefit

Understand the psychology involved, to achieve the best possible result

  • Logic or emotion?
  • The psychology of a negotiation
  • Negotiate on interests and needs
  • Don’t bring me problems, bring me solutions
  • Other negotiating techniques
  • Negotiating tips
  • The environment
  • Seating
  • Negotiation overview
  • Making concessions
  • Game plan
  • Concluding
  • Negotiation in action

Three travellers in the 1950s were checking into a hotel in Las Vegas (they were in the ‘Neon City’ for the World Poker Tournament).

  • They negotiated with the bellboy a rate of $15 per room per night.
  • They each handed over $15 to the bellboy, making a total of

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