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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Don’t Be Tentative—Avoid Using Qualifiers

As we saw in the example on page 112 about being clear and direct, using qualifiers may make you feel less demanding but may water down the forcefulness of your request. Again, distinguish between courtesy and qualifiers—for example, “If you don’t mind,” is a qualifier; “please” is not.

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