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By Don Macleod

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The Art of Negotiation

 By: Don Macleod    Subscribe

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Being unskilled in negotiations can cost you in many ways. The natural inclination to compromise may not always be the best tactic in negotiations. Whether you're negotiating a big sale or trying to get a repairman to your office more quickly, good negotiating skills will serve your business well.

Experts suggest the following:

Practice negotiating in all types of interactions. Test different techniques and see how your results differ.

Know your own negotiating style and try to learn skills that will compensate for current weaknesses.

Even when you're negotiating with a large organization, take the time to learn the name of the person you're dealing with and enlist that person as an ally to help you get what you want.

Take the time to find out the needs of the other party, and work to negotiate a settlement that helps both parties fulfill their needs.

When making concessions during a negotiation, be sure that you are conceding in increments similar to the other party.

Be sure you are negotiating with the right person. You are just wasting time trying to negotiate with someone who does not have the authority to give you what you want.
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