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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 50Negotiating on the phone

Would you rather negotiate face to face or on the phone?

The face-to-face proponents say that you get more information from several data feeds when you are face to face. These students like the fact that they have access to a person's nonverbal as well as verbal behaviors.

Those who prefer the phone like the fact that they can use the phone as a buffer—to better compose their ideas and buy time.

Who is right? Actually, both are! If you are in a position of power, you are better off negotiating face to face because the other party is not able to counter-argue as effectively as you can. This can give you an edge when it comes to effective claiming. However, if you have less power relative to the other party, the ...

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