Chapter 9

Concentrate on the Issues

It is critical for you to remember during the beginning stage of the negotiation that you should always Concentrate on the Issues and not get thrown off by the actions of the other negotiator.

Have you ever watched tennis on television and seen a highly emotional star like John McEnroe, jumping up and down at the other end of the court? You wonder to yourself, “How on earth can anybody play tennis against somebody like that? It's such a game of concentration it doesn't seem fair.”

The answer is that good tennis players understand that only one thing affects the outcome of the game of tennis. That's the movement of the ball across the net. What the other player is doing doesn't affect the outcome of the game ...

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