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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 57 Il_9781564148605_001_0212_001Positioning for Easy Acceptance

The Positioning for Easy Acceptance Gambit is very important, particularly if you’re dealing with an employer who has studied negotiating. If he or she is proud of his ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will 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. What you may not realize is that just before you showed up in his office, the HR manager said to the president of the company, “You just watch me negotiate with this applicant. ...

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