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The Leader's Guide to Negotiation by Simon Horton

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Chapter 19

Dealing with dirty tricks

Now it has been known in the history of negotiation for an unscrupulous party to play some devious trick in order to optimise their gain from the deal. In some cultures (geographical or industry), this is standard. Indeed, such tricks are taught in some old-school books and courses.

We hope that if you have followed everything written to date, this will not occur in your negotiation because the other party love you so much they would not dream of such a thing. However, it happens. So it would be remiss not to dedicate a few pages to listing some of the tricks people play and how to manage them. Strong win–win means confidence to play win–win because you know you can recognise and respond to anything underhand. ...

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