CHAPTER 7Strategizing: One Size Does Not Fit All

Taking Measurements

In the next segment of the workshop, Dr. Patrick Perkins moved to Step 3 of the negotiaphobia treatment process he was prescribing: strategize as you select the proper strategy for this particular negotiation.

“You will recall that one of the symptoms of negotiaphobia is using the same negotiation strategy irrespective of the situation you are facing. Experience has shown me that none of the four strategies that should go through your mind as you review Step 1 of the treatment are universally appropriate or inappropriate. As we discussed in the last session, you may be up against a highly competitive driver; and if you try to use collaboration, you are really unintentionally ...

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