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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 22The postgame

Can you imagine inviting a guest to a dinner party who shows up, walks in the door, sits at the dining room table, eats, and then leaves? That would be absurd. You would expect that the invited guest would socialize with you before as well as after the meal.

Usually, negotiators get the point of socializing before the negotiation. But, often, they truncate the conversation and immediately leave. Negotiation etiquette dictates beginnings, middles, and ends.

Successful postgames should serve two purposes in negotiation:

  • Cementing the deal (making it hard or impossible for parties to retract agreed-upon deals)
  • Paving the way for future relationships

Howard Raiffa gives one postgame piece of advice in his book The Art and Science ...

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