Shut Up!

However frustrating silence is in a negotiation, it is imperative to learn to enjoy the silence and let the other side respond to your proposal / statement in their own time. Rushing in with amendments is tantamount to negotiating with…

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Ducking Punches

Reading an article online today (Nick Segal, The Personality of Negotiation: Don’t Buy the Bravado, Huffinton Post) reminded me how susceptible we are to the behaviours of others in a negotiation. It is one of the hardest things to teach…

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