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There’s a difference between winning the battle and winning the war.
Win the negotiation (battle) = extract most value.
Win the war (relationship) = constructively land at win-wins
27.7. klo 04.05
Twenty years after I took a negotiations class, the 3 class members who were by far the best negotiators in our mock case studies have had the least impressive careers.
Need to leave room for the other guy to win a too or they won’t want to do business with you again.
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