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Friday, October 21, 2005

Decisions and Negotiating: When to Ask the Question

For a negotiation to end, decisions have to be made. Large decisions, small decisions, important decisions and mundane decisions. The process of making decisions is what advances a negotiation to its final outcome.

People naturally resist making decisions. This is especially true when they feel they are being pressured to commit. An effective negotiator needs to prepare others to make decisions and commit. The timing of when to seek a decision is a function of many things.

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