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Negotiating Problems

            1. Not presenting strong enough upfront - get push back
            2. Not tying choice to Emotional Objective
            3. Not coming in early enough in decision process
            4. Giving too many choices- simplicity is best
            5. Not stroking person enough
            6. Too “me” oriented
            7. Piece mealing negotiation
            8. Starting negotiation too far back

More details for successful negotiations are found on Anne Warfield’s CD Success Negotiation: Less Stress, MORE YES!.

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