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

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Chapter 64
Win-Win Negotiating
Finally, let’s talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn’t normally do, I believe you should work with the other person to figure out your problems and develop a solution with which you can both win. Your reaction to that may be, “Roger, you obviously don’t know much about my industry. The people with whom I negotiate don’t take any prisoners. There’s no such thing as win-win in my industry. When I’m selling, I’m obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. When I’m buying, the reverse is true. How on Earth can we both win?”
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