How To Create Value While Negotiating
from The Accidental Negotiator Hosted by Jim Anderson
If you sit back and think about it, what are you really trying to accomplish during a negotiation with all of your fancy negotiation styles and negotiating techniques? If you are like most of us, what you would like to be able to do is to discover additional value that nobody realized was there, perhaps make some useful trades with the other side, and finally come up with a deal that will exceed both sides initial expectations. All of this sounds wonderful; however, how can a negotiator actually make this happen?
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