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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Adversarial tactics create a climate that tends to damage relationships and to impede a mutually beneficial agreement.
These tactics are often used to intimidate, discourage, or anger the other party.
Adversarial tactics are not recommended, but you should know how to use win-win tactics and other countermeasures to deal with them.

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