Easy Negotiation Techniques

When I was consulting for a major mutual fund company one of my contacts described in the compass of two words how her employees could wrap her around their little fingers:
“Whining WORKS!” she said, with some exasperation.
Whining, throwing tantrums, refusing to play nicely with others and pouting are generally considered to have no proper place […]

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I was negotiating a significant consulting contract with a very straight-laced Midwestern natural resources corporation.
My counterpart, a fellow who seemed to handle himself very well, was not at all cooperating with me to seal a deal, so instead of walking away from our negotiations, I simply said:
“You’re following an interesting negotiation strategy here, but I’m […]

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