The First (And Last) Thing You Should Do When You Negotiate

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There are two things you MUST do in every negotiation. One at the very beginning, one at the very end… Why Negotiate at All? Negotiations are weird. You (think you) know what they want. They (think they) know what you want. And if the goal is to make a deal… …somehow you need to get to the space in the middle: Win-win Zone: The space in the middle But how?

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