Chapter 14. THE FIRST FOUR STEPS TO NEGOTIATION
Negotiation starts the moment you begin the persuasion process. Negotiation isn't a stage that you get to; it's not a milepost or a hurdle, it's built into the whole process. If you take that on board you begin to see the importance of building your own value, the persuadee's perception of you and your value proposition right from the start. Clean shoes, being on time and all that. Negotiation is the journey, so enjoy the journey but, most importantly, make sure you're always walking.
Negotiation is about people. Just as companies don't appoint ad agencies, companies don't negotiate with companies. For the most part, people meet people.
Arguably, negotiation starts when the persuader and the persuadee ...
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