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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 46What if they arrive with a team?

If the counterparty has a team and you are negotiating solo, you should be wary about claiming and how the pie will be sliced. When a team negotiates against a lone negotiator, the lone negotiator claims about one-third less than what the team is able to claim.

By all means, you should bring a team to the table if you know in advance that the counterparty will be appearing in the form of a team.

Most negotiators are instinctively aware of the team advantage. One young manager about to embark on a business trip grabbed a professional-looking middle-aged gentleman at the last minute and told him, "Just sit in a chair and look smart." The distinguished gentleman was what the young manager called "his gray-haired ...

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