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The Truth About Negotiations by Leigh Thompson

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Truth 3Rehearsal might get you to Carnegie, but it won't help you negotiate

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.

  • Rehearsing your demands
  • Pumping yourself up
  • Making a personal pledge to yourself or your partner to act tough
  • Figuring out how to throw off the other negotiators or make them feel uncomfortable, ...

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