MHR 721 Chapter 2: Chapters 1.9, 2.6, 3.4

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Creaing and claiming value: negoiaion is a double-edged sword. You have to play your cards carefully to balance out giving the other party something, and geing something. This balancing act needs the negoiator to give up enough informaion to have the other party make a reasonable ofer, but not too much so that it puts you in a vulnerable posiion. Focus on future beneits and opportuniies, not past mistakes. Ask, listen, and learn: spend 80% of the ime listening and 20% talking. When you focus on your own message too much you end up missing out on important informaion from the other party. Acive listening: when the other party is inished speaking, relay back to the them in your own words what you understand. Avoid yes/no quesions: when you ask directly if someone will do something for you or not, they will likely say no if there is something they disagree with.

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