CHAPTER 4

Negotiations Game

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Figure 4.1.

You should start off each negotiation by finding out who your opponent will be in the negotiation. Is he or she hard-nosed sword or easy going? Does he or she dislike or enjoy conflict? How does he or she handle stress and what type of relationship does he or she have with your organization? Sometimes your own organization can be your worst enemy. What I mean by this is that a salesperson may be able to access information that you do not want him or her to have (i.e., the secretary who tells everyone everything). In Chester Karrass’s book Effective Negotiating, he states that “the less your opponent knows ...

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