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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Truth 6Don't be a tough or a nice negotiator

Most people are under the impression that to succeed in negotiation, they've got to be tough or competitive. This makes many people uncomfortable because they want to succeed in negotiation but don't like acting tough. So, many opt to be cooperative, because they want the other party to like and trust them, and frankly it's just more comfortable. The downside: They often perform less well economically.

Some people act cooperative during simulated negotiations because it's more natural for them but then feel like "chumps" when their outcomes are poor. Other people have the opposite problem. They cannot see any wisdom in being cooperative, so they act very competitively during the negotiations and then ...

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