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Negotiation tactics

Prove yourself right, not the other person wrong

Gazette staff March 23rd, 2011

Despite what Donald Trump says, the art of negotiation may be easier than you think.

Just don’t argue and try to prove your fellow businesspeople wrong.

According to Carl Van, president and CEO of an international training company, the keys to persuading others are remembering that:

• great negotiators argue the facts, not argue with reasons;
• you only have to prove yourself right, not prove others wrong; and
• people will consider what you have to say, but only after you’ve demonstrated that you understand their point of view. —Gazette staff

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