Truth 21. The game
Most people don’t have trouble initiating small talk because they do it all the time. However, they often have not taken lessons in negotiation, so they don’t know where to begin. You may wonder, “Who should begin?” That’s a strategic decision on your part.
Some negotiations are heavily scripted, meaning that rules, norms, and codes of conduct exist. For example, house selling in the United States usually occurs with a seller listing her home. The seller’s list price is her first offer. The buyer usually will make an offer through an agent, and in most states that is a written offer.
Buying a car is a scripted negotiation. The sticker price is the seller’s first offer. The buyer makes a first offer, usually verbally. I would ...
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