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The Leader's Guide to Negotiation by Simon Horton

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Chapter 15

Problem-solving

So we have built rapport and established our credibility and we have shared what we all want from the deal. Now we have to come up with a solution that everyone is prepared to sign up to.

This is the tricky bit, isn’t it? This is the real negotiation. This is the haggle, the arm wrestle. This is the part where you have to watch for their dirty tricks and maybe have to pull a few yourself.

Well, maybe not. Maybe, if you have done everything else we have talked about to date and you have done it properly, maybe this is the easy bit. Maybe everything just falls into place. Maybe you do not even notice going through this stage. I have a colleague who conducted negotiations in the hundreds of millions of pounds and would ...

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