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Secrets of Power Negotiating by Roger Dawson

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Chapter 17Ending Gambits: The Withdrawing an Offer Gambit

In this chapter, I’ll teach you how to conclude the negotiations very effectively. You don’t have to use it when the other person is negotiating in good faith with you. You use it only when you feel that the other side is simply grinding away to get the last penny off your price. Or when you know that the other person wants to do business with you, but she’s thinking, “How much would I be making per hour, if I spent a little more time negotiating with this person?”

Let’s say that a group of friends got together and bought a cabin in the mountains to use for a vacation home. There’s a whole group of owners and they’re sharing the use of it. One partner drops out of the syndication and your ...

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