Dynamics of Negotiations

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Title: Dynamics of Negotiations

Essay Details:

Subject: Miscellaneous

Author: Rodrigo J

Date: March 20, 2014

Level: University

Grade: A

Length: 4 / 1034

Essay text:

Each and every time I've negotiated, people have always stuck on to the first number that has popped up in the course of our discussions. The inclination to "anchor" on this first bit of information, however irrelevant or far-fetched it may be, is an urge, too overwhelming to ignore. That is the reason why, once I went in to prospect a lead, I wouldn't divulge a number straight away but would talk about the products we offer, the software service contracts, the number of licenses they needed. All these things, though important, price was the underlying issue of discussion and both sides knew it...

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