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Use objective criteria to support your arguments from "summary" of Bargaining for Advantage by G. Richard Shell
When engaging in a negotiation, it is crucial to back up your arguments with objective criteria. This means relying on verifiable facts, figures, and data to support your position. By using objective criteria, you can demonstrate that your demands are reasonable and grounded in reality. This not only strengthens your argument but also builds credibility with the other party. Objective criteria serve as a common ground for both parties to base their arguments on. Instead of relying on subjective opinions or emotions, objective criteria provide a neutral standard by which to evaluate the merits of each party's position. This can help to depersonalize the negotiation process and focus on the facts at hand. When presenting objective criteria, it is important to be clear and specific in your communication. Clearly articulate how the data supports your position and be prepared t...
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