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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 12Avoid Confrontational Negotiating

As you proceed into the middle stages of the negotiation and the issues become more defined, it’s important that you Avoid Confrontational Negotiation. At this point, the buyer quickly gets a feel for whether you’re working for a win-win solution, or whether you’re a tough negotiator who’s out for everything you can get.

That’s one of the problems that I have with the way some attorneys negotiate—they can be 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’s the first communication from the other side? It’s a threat. What they’re going to do with ...

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