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

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Chapter 52
The Beliefs of a Power Negotiator
 

Negotiating Is Always a Two-Way Affair

Power Negotiating is always a two-way affair. The pressure is always on the other person to compromise in the negotiations just as much as it is on you. For example, when you’re walking into a bank and applying for a business loan, you may get very intimidated. You tend to look at that big bank, and you start thinking, “Why on Earth would a big bank like this want to lend money to little old me?” You lose sight of the pressure that’s on the other side. This bank spends millions of dollars a year in advertising to entice you to come in for a loan. There is tremendous pressure on the bank to get those deposits out in the form of loans. Many people at that bank ...

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