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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 4
Avoid Confrontational Negotiation
What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working at a win-win solution, or whether you are a tough negotiator who is out for everything you can get. That is one problem that I have with the way attorneys negotiate—they’re very confrontational negotiators. You get that white envelope in the mail with black, raised lettering in the top left-hand corner and you think, “Oh, no! What is it this time?” You open the letter, and what is the first communication from them? It is a threat—what they’re going to do to you if you do not give them what they want.
Attorneys Are Confrontational Negotiators ...

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