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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Skills

You can tell whether a man is clever by his answers.

You can tell whether a man is wise by his questions.

—Naguib Mahfouz

What can you do to develop the skills to change your negotiating style? There are two areas of key skills (1) push skills (i.e., asserting/persuading) and (2) pull skills (i.e., questioning/listening).

Go back to your survey results and see what they reveal about your preference for either push or pull negotiating. Remember, if your A score and B score are 20+ points apart, this indicates a clear preference, and developing the opposing key skills may round out your negotiating style.

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