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The Dark Side of Negotiation
Are you prepared for the dirty tricks?
Deliberate Deception
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Phony facts
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Ambiguous authority
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Dubious intentions
Recognize
Defend!
Psychological Warfare
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Stressful situation
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Personal Attacks
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The Good-Guy/Bad-Guy Routine
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Threats
Stay or go for BATNA?
Positional Pressure Tactics
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Refusal to negotiate
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Extreme demands
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Escalating demands
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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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