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Examples
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Differences in final agreement 3 Prof. C.J.M. Beniers www. beniers-consultancy-com
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Trust RECIPROCAL TRUST = MUTUAL TRUST Reciprocal trust is occasionally found between TRULY INTERDEPENDENT business partners or professional colleagues In reciprocal trust relationships, advancement of individual interests is a byproduct of devotion to the common good 60 Prof. C.J.M. Beniers www. beniers-consultancy-com
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RULE 6: HAVE A STRATEGY FOR EACH CULTURE AND EACH PHASE 25 Prof. C.J.M. Beniers www. beniers-consultancy-com
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RULE 19: GIVE FACE 55 Prof. C.J.M. Beniers www. beniers-consultancy-com
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Experienced negotiators OPEN MINDED - NESS NEVER MAKING PROMISES THAT THEY CANNOT KEEP EMPHASIZING MUTUAL GAIN ESTABLISH GOOD RELATIONSHIPS 12 Prof. C.J.M. Beniers www. beniers-consultancy-com
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REPRESENTATIVE TRUST 59 Prof. C.J.M. Beniers www. beniers-consultancy-com
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RULE 10: SEND A WINNING TEAM 34 Prof. C.J.M. Beniers www. beniers-consultancy-com
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RULE 9: PLAN TO CONTROL YOUR CONCESSIONS 31 Prof. C.J.M. Beniers www. beniers-consultancy-com
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RULE 13: NEVER TEL THE OTHER SIDE WHEN YOU ARE LEAVING 42 Prof. C.J.M. Beniers www. beniers-consultancy-com
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Principles SUCCESS IN NEGOTIATION IS CLOSELY RELATED TO OUR ABILITY TO CONVINCE THE OTHER PARTY THAT IT IS IN HIS (HER) INTEREST TO AGREE WITH OUR POSITION (OR PART OF IT) 2 Prof. C.J.M. Beniers www. beniers-consultancy-com
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