What Do You Do When Things Get Difficult?
If you are conducting business negotiations for high stakes where the outcome will be largely determined by how much credence is given to certain critical information, you can draw inspiration from the following recommendations.
Repeat Your Pitch
If you believe that your situation requires you to bluff (within the limits described previously), train yourself to use those words that best express your position. Ask an experienced colleague to play the role of your counterpart, disputing your claims and asking difficult questions. Play the scene through several times until you feel completely at ease.
Make Life Difficult for Your Counterpart
If you suspect the other person of lying about key issues, make ...
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