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Secrets of Power Negotiating by Roger Dawson

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Chapter 26Negotiating Principles: Get the Other Side to Commit First

Power Negotiators know you’re usually better off if you can get the other side to commit to a position first. Several reasons are obvious:

image Their first offer may be much better than you expected.

image It gives you information about them before you have to tell them anything.

image It enables you to bracket their proposal (see Chapter 1). If they state a price first, you can bracket them, so ...

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