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The Five Golden Rules of Negotiation by Philippe Korda

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“Take It or Leave It”: Game Over…or Is It?

Your counterpart’s objective is to reduce your defensive options. You apparently cannot take your arguments any further because your counterpart does not even want to discuss them. And it seems impossible for you to move to the middle ground because your opponent is refusing all compromise in advance. The three most obvious escape routes also lead to dead ends:

  • Whether through pride or discouragement, the first instinct is often to break off the negotiations. While it is true that your counterpart may then sometimes take the initiative to seek reconciliation (see the “fake exit” tactic explained later), there is a great risk of losing a deal that could still be done.
  • Giving in to pressure is the second ...

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