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The Truth About Negotiations, Second Edition by Leigh Thompson

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Truth 1. Negotiation: A natural gift?

I have never met a natural-born negotiator. The best negotiators I’ve met have been self-made, not manufactured by their parents. People can adapt and improve with conscious effort, and, in fact, that is the only path to becoming a good negotiator. Your ability to do well in life’s most important negotiations isn’t determined by your basic personality or genetic structure. It’s most strongly determined by a simple factor: your motivation to improve.

Nevertheless, a great number of people believe successful negotiation is all in the DNA and that negotiation, like good looks, is something you’re born with.

You don’t have to travel far to see that the right kind of experience can dramatically improve your negotiation ...

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