CHAPTER 14
The Physical Arrangements
The facilities where any negotiation is to take place can be very important. If you are not in control of the facilities, be aware that they may be manipulated to the advantage of the other party. On the other hand, experienced negotiators know that the other party will be much more likely to agree to a proposal if they feel relaxed in the comfort zone of their home territory. If you travel to the other party’s office, they are more likely to feel comfortable and receptive to your negotiation proposal. Furthermore, if at any time they need to consult with their staff or specialist advisors or if they need access to information or other resources during the negotiation, then they can do this more easily at ...
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