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Successful Negotiating by Grant Mayberry

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4Negotiation Techniques

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Learning Objectives

By the end of this chapter, you should be able to:

• Concentrate on the subtle signals of the opposition that reveal shifts and weaknesses in their position.

• Maintain objectivity and control in the face of emotional behavior in a negotiating session.

• Use passive and active tactics to control and guide a negotiation.

Self-discipline is an essential attribute of the successful negotiator. We have discussed the need for negotiators to know just exactly what is to be negotiated, to develop a realistic negotiation position based on primary and secondary sources of information, to differentiate important ...

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