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Influencing People by John Eaton, Roy Johnson

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Negotiating Successfully

It requires tact and diplomacy to handle negotiations well. Focus on interests rather than positions, prepare thoroughly, generate alternatives, remain composed when dealing with difficulties, and work to defuse disagreements.

TIP

Gain respect by addressing issues rather than winning arguments.

Working from principles

The classic approach to negotiation is for two sides to defend their own bargaining positions. However, if you win this battle of wills you may prejudice your relationship with your counterpart. Working from principles involves a more productive approach in which you are clear about your own needs and those of your counterpart. This will gain you more influence in the long run.

TIP

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