Almost every negotiating situation is unique but this first chapter will show you how many aspects of every negotiation should be treated in the same way. These common elements are:
- Your frame of mind
- The four distinct phases within every negotiation and
- The five approaches to deal-making.
Your frame of mind
In almost all cases you should adopt the attitude that ‘tough is good, tougher is better’. This is the most obvious point where Brilliant Negotiations diverges from the advice given in almost all other negotiations books. I will not perpetuate the myths that have grown up from the win/win mindset. The truth is that no matter how tough ...
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