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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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Truth 34. Your reputation

Think about your past 10 negotiations. How many were one-shot negotiations, in which you did not expect to see this person or his company ever again? How many were long-term or repeated negotiations, in which you would probably see this person or his company in the future?

Chances are, fewer than 10 percent of your negotiations are truly one shot. Therefore, you need to think about and protect your reputation in most negotiations.

Chances are, fewer than 10 percent of your negotiations are truly one shot. Therefore, you need to think about and protect your reputation in most negotiations.

Think of your reputation as your social capital at the negotiation table. Your reputation is composed of three different things: (1) ...

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