The Five Styles of Negotiation
Imagine you are sitting in a negotiation with a client. The negotiation has gone smoothly so far—you’ve both been calm, respectful, and constructive in negotiating the details. Each of you has presented offers and counteroffers, and it seems like you’re ready to land on a deal when the client suddenly says: “You know, now that I’ve thought about it further, your price is way too high!”
Many negotiations go this way. All seems well until one party throws out an unexpected wrench—in this case, pushing back on price even though you both seemed to have been on the same page. You try to determine your client’s needs ...
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