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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 18Plan your concessions

Few negotiations end in one round. Rather, there is a back and forth, with parties making offers and counteroffers. This is the dance of negotiation. I advise you to plot your offers and counteroffers with the precision that a football coach would bring to the Super Bowl. In other words, to prepare for an upcoming negotiation, you should know every stat about past negotiations: how many concessions you made, the size of your average concession, how many concessions the other party made, how far apart the two opening offers were, and so on.

Plot your offers and counteroffers with the precision that a football coach would bring to the Super Bowl.

Why? Because people often get carried away by the momentum of the negotiation ...

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