Good article on negotiation in business


Good article on negotiation

When someone seems to need you more than you need him, “Take it or

leave it” can seem like the simplest negotiating gambit. If a seller is desperate

to unload his business and you’re the sole bidder, why not make a rock-bottom

offer? And if you’re hiring in a competitive job market, you might as well aim to

keep labor costs as low as possible, right?

It’s true that negotiators with abundant power tend to get better deals than

their weaker counterparts. Yet whether their power springs from a title, resources,



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