As you’re entering your negotiation, think through the importance of the relationship and the importance of the outcome, then be deliberate about the negotiating style you choose.
You should be deliberate when you enter a negotiation in choosing a specific style of negotiating. The way I encourage people to look at choosing a style is first understand the importance of the relationship. That relationship can have low importance, so somebody you’re just meeting for the first time and you won’t have an on-going relationship with them, or high importance, this is a strategic long-term relationship.
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