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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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Rules of Deadlines

A deadline is a date or time before which something must be done. I have coined a new term, dealine™, which is a date or time before which a negotiation must be completed. Time can work either for or against you in these situations.

In negotiations there are six rules of dealines that can help you end up with a better deal.

1. A Real Dealine Is the Soonest a Negotiation Will Conclude

Most negotiations do not have a set dealine. When you walk into an appliance store to buy a washer and dryer, you generally have no idea when you are going to leave. It is an informal, spontaneous bargaining session.

In other situations, though, it is understood that a dealine must be set, and the minute you do, the whole energy around the bargaining ...

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