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Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts by Sensei Grant Tabuchi, Michael Lee

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Common Fears About Negotiation

Many fears keep people from becoming master negotiators. You might be afraid of the sting of rejection if the other party doesn’t accept your offer. You might be afraid that you’ll be embarrassed because you think haggling is undignified. You might be afraid to put a company out of business if you ask for a discount. You might fear that the other party will be offended by an offer you make and become angry. These and hundreds of other types of misgivings, real or imagined, keep you and others from putting more money into your pockets every year from everything you buy and sell.

Let’s look at the seven most prevalent fears surrounding the bargaining process. First, I have found that the most common reason people ...

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