Negotiation Tip: Never say "Never"

Sherman, Rob
October 2005
Leading Edge;Fall2005, Vol. 2 Issue 4, p8
In this article, the author offers suggestions in engaging in negotiations. Client's never does not necessarily mean never even if the individual laying it on the line believes it to be true at the time. Do not give up when parties in the meeting you are facilitating make statements that appear to stop the negotiation for there are likely opportunities for agreement if you dig deep to discover them. Be cautious about making absolute statements in the heat of a negotiation.


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