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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Negotiation style refers to the general approach or behavioral style you use in negotiating.
Key skills are those that enhance your effectiveness in negotiating.
In choosing the best overall approach to a conflict, consider the importance of both the issue and the relationship.
The primal response to conflict is fight or flight—neither of which is effective.
By avoiding the extremes of fight and flight, we discover some positive characteristics that help create our negotiation style.
Negotiation style is a combination of four types of behavioral responses:

- Aggressive/Confronting

- Assertive/Persuasive

- Open/Responsive

- Avoiding/Withdrawing

Using the energy of push and pull, we can further discover different aspects of our negotiating style and its effectiveness.
We can change our negotiating ...

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