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The Leader's Guide to Negotiation by Simon Horton

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Chapter 2

The strong win–win principles

Principle 1: It’s not about winning the battle, it’s about winning the war

This is self-evident but easy to forget; leaders stay focussed on the vision and don’t allow less relevant details to distract them. Don’t be too fixated on saving a cent here or you will miss the dollar over there. Focus on the bigger picture, get a bigger win.

Does this square metre of border territory really matter if conceding it (or giving it as a gift) enables us to live peacefully and prosper and plan a wealthier and happier future?

Do I really mind about the last £500 in the divorce settlement as long as it allows me to close an episode and move on with my life?

Does the job title really make a difference if I am still ...

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