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Be aware of common negotiation tactics and pitfalls from "summary" of Bargaining for Advantage by G. Richard Shell
One of the keys to successful negotiation is being mindful of the various tactics and traps that can arise during the process. By understanding the common strategies that people may employ, you can better prepare yourself to navigate through them effectively. One common tactic is the use of "anchoring," where one party sets a starting point for the negotiation that may influence the final outcome. It's important to be aware of this tactic and not be swayed by the initial offer or demand presented to you. Another common pitfall is falling prey to the "winner's curse," where one party may feel they have won in the negotiation but later realize ...
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