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The Dark Side of Negotiation
Are you prepared for the dirty tricks?
Deliberate deception
Phony facts
Ambiguous authority
Dubious intentions
Recognize
Defend!
Psychological Warfare
Stressful situation
Personal attacks
The good guy / bad guy routine
Threats
Stay or go for BATNA?
Positional Pressure Tactics
Refusal to negotiate
Extreme demands
Escalating demands
Hardhearted partner
Are you brave enough for more information?
You can read about it, you can talk about it. But to be prepared, you have to experience it first hand.
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