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Sunday, 20 July 2008
 
 

When You Negotiate, What Do You Focus On?

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When You Negotiate, What Do You Focus On?

Recently I found myself negotiating with a former NFL football player. When I gathered information about this individual (always gather background information on the individual(s) that will be participating in the negotiation), I thought it might be a difficult session. Turns out I was right. This player's career ended in the early 90's and his demeanor was one of I'm still 'Mr. Big'. He had a win-lose mentality, or at best, a mentality of scarcity.
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