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Negotiating with the Sharks

Negotiating with the Sharks

Learn strategies for dealing with highly competitive counterparts, as well as those who believe that lying is a valid negotiation strategy.


Up until now, we’ve assumed that your counterpart is behaving as you are: willing to go beyond stated positions to achieve a mutually beneficial outcome. But what if that’s not the case? What if your counterpart is one of those highly aggressive, competitive negotiators we identified in the lesson The Impact of Style? What if your counterpart is essentially a negotiation shark who believes that successful negotiation is “winner takes all”? In this lesson, we’ll show you how you can respond,...