CHAPTER 5

Negotiation Tactics

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Figure 5.1.

Now that we know what our goals and objectives are and the negotiation scenario we are entering into, the real fun begins. Negotiation can be very dynamic. There are so many variables that enter into the actual negotiation process (from how the person looks and acts, if they are having a good day, etc.). It’s an interesting thing to observe. The best perspective to have is to follow your game plan and use your toolbox. In a toolbox you have different tools that you use for different applications. We use a hammer to pound in nails and a screwdriver to put in screws. It’s difficult to pound in a nail with ...

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