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

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Chapter 50
The Personal Characteristics of a Power Negotiator
To be a Power Negotiator, you need to have or develop these personal characteristics: the courage to probe for more information, the patience to outlast the other negotiator, the courage to ask for more than you expect to get, the integrity to press for win-win solutions, and the willingness to be a good listener. In this chapter, we will take a look at each of these in more detail.
 

The Courage to Probe for More Information

Poor negotiators are always reluctant to question anything the other says, so they negotiate knowing only what the other side has chosen to tell them. Power Negotiators are constantly challenging what they know about the other side and, what is more important, ...

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