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The Five Golden Rules of Negotiation by Philippe Korda

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In the Restaurant

Carl RITCHIE: Those final negotiations were always going to be really difficult. I had to make some major concessions to clinch the deal.

Margaret PEAKE: You got the deal, which is what you wanted.

Carl RITCHIE: I got the deal all right, but on very poor financial terms, although admittedly the balance of power was really working against me.

Margaret PEAKE: Do you really think so?

Carl RITCHIE: Well, that was the impression you gave me (stopping for a moment to collect his thoughts). What gave me that impression deep down?

Margaret PEAKE: You know, Carl, in negotiations the balance of power depends on a number of adjustable cursors.

Carl RITCHIE (intrigued): Cursors?

Margaret PEAKE: Yes, “cursors of power,” which can be on either ...

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