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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Provide Solid Facts, Evidence, Proof, Rationale, or Reasons for Your Position

To get what you want, you may have to do some research and provide some reasons for your position. The most important consideration involves framing your arguments based on the other person’s template of important facts. Some people respond well to facts and figures, while others want to know the impact on people. Frame your logical arguments for the specific audience across the table, as in the following:

(Good) This report is really important.

(Better) This report is critical to help the board decide on the strategy. The information you generate will clearly lay out the options and provide the facts they need to make recommendations.

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