Elements or preparation steps for the reader to select from in this chapter are listed in the recommended order of succession. You select the steps you wish to use based on your organization’s needs and the context in which you will be bargaining.
My first failed negotiation happened when I was in high school. My mother, who was very old school, insisted that there were just three respectable professions for a young lady—teacher, nurse, and concert pianist. She was especially enthralled with the concert pianist idea because, in her mind, it allowed for a respectable reason to travel. And so, I began piano lessons in first grade, continued them weekly, supplemented them with practice seven days a week, one to two hours ...
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