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by Steve Jones Negotiators often dont say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited by the other party. Negotiators often dont say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited by the other party. Disclosing your walk away or must have conditions can frequently be a risky strategy particularly with aggressive negotiators on the other side. How many times have you been fooled by the other party claiming to have decision making authority when in reality that wasnt the case? Or maybe they make commitments they have no intention of keeping?
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