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The Leader's Guide to Negotiation by Simon Horton

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Chapter 12

Turn them into a win–win fanatic

This chapter is pivotal to the strong win–win strategy. A common reason for not playing win–win is that it only works if the other person plays it, too. And there is a truth in this. But it is not a reason for changing tactics, it just means you have to move their thinking to win–win. And this is often quite straightforward.

Many people are naturally win–win and doing business with these people will be pleasant, rapid and highly productive all-round. Some people are naturally win–lose, indeed some steadfastly so. That is fine, these are a minority and we will learn ways of dealing with these later.

But the large majority dither somewhere in the middle and they will need a helping hand. It need not ...

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