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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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Summary: Why negotiations fail

For many of the negotiators who fail it is a question of learning to think differently when they are preparing and analyzing their negotiations. They must dare to be active during the negotiations and use significantly more energy on mapping out the negotiation possibilities, and they must bargain instead of arguing. They need to improve their communication skills.

For many of the negotiators who fail it is a question of learning to think differently when they are preparing and analyzing their negotiations.

But they will not automatically become better at negotiating simply by reading books and gaining a theoretical knowledge of negotiation. That is only the beginning. The negotiation skill can only be developed ...

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