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Patience and timing can lead to more favorable terms from "summary" of You Can Negotiate Anything by Herb Cohen
Negotiation is often seen as a race against time, where the quickest response is perceived as the most effective. However, taking a step back reveals a different truth. Those who exercise patience can often gain the upper hand. Waiting allows for a deeper understanding of the other party’s needs and motivations. By observing, one can gather valuable information that might not be immediately available. This insight can shape the negotiation strategy, leading to more favorable outcomes. Timing also plays a critical role. There are moments in any negotiation when the other party is more vulnerable—perhaps due to external pressures or deadlines. Recognizing these moments and strategically choosing when to make demands or concessions can significantly influenc...
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