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The Truth About Negotiations, Second Edition by Leigh Thompson

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Truth 2. The magic bullet: Preparation

Most people look for a magic bullet when it comes to negotiation, and, well, there is one. Are you ready? Okay, here it is: Prepare. After years of offering this advice, sending people off, and expecting magic to occur that never did, I finally realized the problem: Rehearsing does not equal preparation.

There are two styles of preparation, and only one of them works. Let’s call the two styles Pattern X and Pattern Y.

Pattern X Preparation

These activities seem to be useful but aren’t:

Image Rehearsing your demands

Pumping yourself up

Making a personal pledge to yourself or your partner to act tough

Figuring ...

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