Section Five
Understanding the Players
In the previous sections, I’ve concentrated on how to play the negotiating game. Now I want to focus on the importance of understanding the other negotiator and realizing that it is a major key to Power Negotiating. People are different. They throw who they are into the negotiation. It affects the kind of strategy that they develop, it influences which of the Gambits they will use and how they will use them, and it determines their entire style of negotiating.
Remember that you’re always dealing with an individual, not an organization, even if you are negotiating with a union boss who heads up a 10,000-member union. I don’t blame you for assuming the needs of his members dictate his actions, but I believe ...

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