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Secrets of Power Negotiating by Roger Dawson

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Chapter 1Beginning Negotiating Gambits: Ask for More Than You Expect to Get

One of the cardinal rules of Power Negotiating is you should ask the other side for more than you expect to get. Henry Kissinger went so far as to say, “Effectiveness at the conference table depends upon overstating one’s demands.” Some reasons why you should do this:

image Why should you ask the store for a bigger discount than you think you have a chance of getting?

image Why should you ask your boss for an executive suite, although you think you’ll be lucky to get a private office? ...

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