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A startup can use the principles of negotiation from "Bargaining for Advantage" to grow by setting clear goals and expectations in their negotiations. Instead of setting arbitrary targets, they should set goals that they truly believe they can achieve. This conviction and belief can drive them to negotiate more effectively and achieve better outcomes. They can also apply the principles of social science and psychology in their negotiations to understand their counterparts better and negotiate in a way that maintains their professional relationships.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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It is not enough to set a negotiation target, you must set a goal and make that goal an expectation. What is the difference? The main difference is in one's "attitude." A target may be arbitrary and is simply something one hopes to reach. On the other hand, a goal should come with the "expectation" that it will be achieved. Rather than just a lackluster number, an expectation is emotion-laden, something in which you have conviction and belief.
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