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

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Chapter 18
Positioning for Easy Acceptance
The Positioning for Easy Acceptance Gambit is important if you’re dealing with people who have studied negotiating. If they’re proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation could still fall apart on you. When it does, it’s probably not the price or terms of the agreement that caused the problem; it’s the ego of the other person as a negotiator.
Let’s say that you market advertising specialties, such as rulers with the company’s name on it, or custom printed baseball caps and t-shirts. You have made an appointment to meet with the manager at a local appliance store. What you may not realize is that, just before you showed up in his office, ...

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