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Is haggling part of negotiating?

Is haggling part of negotiating? Of course it is – and it can be quite an interesting part. The problem is that many people do not do their preparation right before they start haggling. Finding out how much the product should cost, how much the mark up is, how...

Silence in Negotiations

Silence in negotiations can be very powerful. Ask a great question and then shut up. Don’t say a word. I have been told about a situation where two sides sat in a room for 9 hours and never said a word to each other. In my book “Power Negotiating” I...