These and other tactics share a fatal flaw: the mistaken idea that any agreement is better than no agreement. In other words, most business schools teach that compromise is the way to go.
The masterful negotiator never goes to the negotiating table with a set of preconditions, assumptions, or expectations for gaining agreement. This leads to making bad deals, giving up too much through compromise, and losing one’s advantage.
Read more from Businessweek.com [HERE].
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