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The Five Golden Rules of Negotiation by Philippe Korda

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“Take It or Leave it”: A Tactic That Takes Many Forms

There are four very different situations in which negotiators may find themselves confronted with a “take it or leave it” proposal.

The “Precondition”

The negotiations are not yet fully under way and already your counterpart is imposing conditions: “Unless you delete that clause on page 7 of your quote, we won’t be able to take things any further.” You try to open up the dialogue, to take an overview of the other party’s expectations, but he instantly returns to this narrow demand. “If we can’t agree on this issue, it’s not even worth wasting our breath on the rest.” In reality, this is your opponent’s way of obtaining a free concession at the outset, putting you in a position of weakness ...

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