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

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Truth 38. Negotiating on the phone

Would you rather negotiate face to face or on the phone?

Proponents of face-to-face negotiation say that you get more information from several data feeds when you are face to face. These negotiators like the fact that they have access to a person’s nonverbal as well as verbal behaviors.

Those who prefer the phone like the fact that they can use the phone as a buffer—to better compose their ideas and buy time.

Who is right? Actually, both are! If you are in a position of power, you are better off negotiating face-to-face because the other party is not able to counter-argue as effectively as you can. This can give you an edge when it comes to dividing the pie, or claiming value. However, if you have less power ...

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