Patience and persistence are two of the most effective weapons in your negotiation arsenal. Winning negotiators know that by staying calm, determined, and focused they gain advantage that translates into favorable deals.
During the negotiation process you test your counterpartís expectations and goals as well as your own. Agreement is reached only after each party is ready to move from the wishful into the realm of the possible. Change takes place over time in small, constant, incremental movements. You cannot rush the process. The right number at the wrong time is the wrong number...
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