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The Five Golden Rules of Negotiation by Philippe Korda

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Be the One Who Asks the Questions

When there is a lot at stake, it is important not to adopt a passive posture. That is why we all sometimes tend to want to impose our arguments, our logic, and our interests—and to talk a lot. Yet when you watch negotiations closely, you will notice that the person “pulling the strings” is generally not the one with the most to say, but the one who gets the discussions on the right track and steers them in the right direction. In other words, those who make claims expose themselves to objections, while those who ask questions obtain answers.

In negotiations, the key questions can be divided into three types:

  1. Those that bring a better understanding
  2. Those that are designed to influence others
  3. Those that are designed ...

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