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Start With No:
…win-win is hopelessly misguided as a basis for good negotiating, in business or in your personal life or anywhere else.
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Start With No:
In collective bargaining, a negotiator can be sent to jail for failing to bargain in good faith – for rejecting win-win, in effect.
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Start With No:
Negotiating under the banner of win-win, you’ll have no way of knowing if you’ve made good and necessary decisions leading up to the compromise.
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Start With No:
Win-win and compromise are a defeatist mind-set from the first handshake.
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Start With No:
Sure win-win-sounds good! That’s exactly why it’s so dangerous and why you have to be so careful.
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Start With No:
This is precisely how any practitioner learns his or her craft: through practice, study, making good and bad decisions, correcting the bad ones, more practice, more study, more decisions, more corrections.
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Start With No:
Concentrating on what you can actually control in a negotiation – the means, not the end – simply works. The so-called contrarian suddenly becomes common sense.
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Start With No:
Whether we like it or not, it really is a jungle out there in the world of business, and it’s crawling with predators.
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Start With No:
Like all predators, we humans often take advantage of the fear-racked, the distressed; the vulnerable, the needy.
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Start With No:
It is absolutely imperative that you as a negotiator understand the importance of this point. You do NOT need this deal, because to be needy is to lose control and make bad decisions.
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