Identify the hardball and persuasion tactics the other side is using and deploy calm, principled counters that keep you in control of the negotiation.
## CONTEXT Skilled counterparts use tactics deliberately, from anchoring and good-cop bad-cop to artificial deadlines and the nibble. Recognizing a tactic strips it of much of its power, while reacting emotionally plays right into it. In high-stakes business negotiations, the ability to name what is happening and…
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