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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Tactics are behaviors—actions used by the negotiator to serve a purpose or to pursue an objective.
Tactics can be skillfully planned or allowed to just happen in the course of a negotiation.
Win-win tactics are more likely to lead to a mutually beneficial agreement.
Adversarial tactics are more likely to put the other party at a disadvantage by intimidating, discouraging, or upsetting them.

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