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Secrets of Power Negotiating by Roger Dawson

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IntroductionWhat is Power Negotiating?

You have probably heard that the objective of a negotiation is to create a win-win solution. It is a creative way that both you and the other person can walk away from the negotiating table feeling that you’ve won. You may have had this demonstrated to you with the illustration of the two people who have only one orange but both want it.

So they talk about it for a while and decide that the best they can do is split the orange down the middle and each settle for half of what they really need. To be sure that it’s fair, they decide that one will cut and the other will choose. As they discuss their underlying needs in the negotiation, however, they find that one wants the orange to make juice and the other ...

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