Chapter 3. THE POWER OF US

In addition to helping you avoid the potentially devastating pitfalls of post-deal resentment and retribution, relationship-based negotiation brings a wealth of positive benefits. Through working together to solve problems and create synergy, negotiation beyond dealmaking becomes a platform for generating immediate and lasting gains for all parties by

  • Increasing understanding

  • Building trust

  • Maximizing value

  • Reducing resistance and gaining acceptance

Whatever your job—be it salesman, buyer, service provider, business owner, manager, team-worker, consultant, or homemaker—you will find that negotiation goes more smoothly and you get better results by moving from forceful opposition to collaborative problem-solving, from dealmaking ...

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