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Published: Nov 28 , 2016
Author: Alan Smith
Two questions: When negotiating, do you want the other side to act reasonably? And, Is it a good strategy to be reasonable when negotiating? Most people will say yes to the first question. It would be crazy not to. The second however creates a bit more of a dilemma. We are sometimes tempted to go high or low, pad and exaggerate what we really anticipate being able to achieve. Because that is what we should do right?