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empezar lección
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a situation in which a benefit gained by one side means a loss to the other side
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empezar lección
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a situation in which both sides benefit
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empezar lección
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develop an understanding of and ability to communicate with someone
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empezar lección
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find out the other side’s expectations
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begin the bargaining procedure empezar lección
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start to negotiate the terms of an agreement
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empezar lección
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empezar lección
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empezar lección
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arrive at a situation which no progress can be made
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empezar lección
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allow or give up things in order to reach an agreement
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empezar lección
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arrive at an agreement where both parties reduce their demands in order to agree
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empezar lección
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discuss all the aspects of the dea
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return to the negotiating table empezar lección
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re-negotiate an agreement
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empezar lección
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
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empezar lección
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ask for more or offer less than expected in order to make ‘concessions’ later
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empezar lección
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make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
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empezar lección
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one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
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empezar lección
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
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empezar lección
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state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit
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empezar lección
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appear as if you are ready to break off the negotiations unless your interests are met
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empezar lección
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stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.
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neutralise: the negotiation decoy empezar lección
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
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neutralise: good cop / bad cop empezar lección
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
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neutralise: negotiating nibbling empezar lección
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
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neutralise: the extreme offer empezar lección
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Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations.
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neutralise: take it or leave it empezar lección
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Ignore the threat and continue the negotiation as if you have not heard it
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neutralise: negotiation silence empezar lección
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Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner.
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neutralise: mention the competition empezar lección
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Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value.
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neutralise: negotiation limits empezar lección
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If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term.
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