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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Don’t Become Angry or Emotional—Disengage Instead

As we will see in Chapter 9, your opponent may try to rattle or make you angry—at which point logical reasoning becomes impossible. A much better strategy involves being prepared to disengage or take a break rather than continuing beyond your boiling point. The following statements illustrate different ways to disengage:

I’d like to step back and think about this for a while. How about if we sleep on it and get back together tomorrow?

Things are getting hot. How about taking a coffee break?

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