Tag: Negotiation
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Walking away isn’t always about backing down
It can be about playing for space, getting some perspective, taking heat out the situation, buying time or allowing a second look. Those who make it about engaging only now or not at all aren’t serious about a good outcome. They’re serious about using pressure to their advantage.
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Talking past each other
Much of the time that we disagree, it’s not about fundamental issues. We might both be heading in the same direction, but we disagree about where we came from, or how we might best get to the next destination. When this happens we start talking past each other. Making points, but not addressing the key…