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

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Truth 44. What’s your sign? (Know your disputing style)

Which of the following phrases have you used or heard used in a negotiation? Be honest. Better yet, ask your colleagues how they see you. Give yourself 1 point for each phrase you have ever said and 2 points if you say something like it often. If a particular phrase is not in your vocabulary, give yourself a 0.

1. ____ That’s not the way we do things here.

2. ____ That is my final offer.

3. ____ You will have to do better than that; otherwise, we don’t have a deal.

4. ____ What is your most important issue?

5. ____ According to my records, that is not what we agreed to.

6. ____ I want to share some of my interests with you.

7. ____ I am calling my attorney (or any mention of an attorney). ...

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