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The Three Stages of Every Negotiation
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ability to influence able agreement Alvin Toffler American amiable analytical answer better body language buyer called charisma power Churchill concessions Dale Carnegie deal decision discuss exactly example extrovert face fact fear feel finally Fred Spencer gambit give goals hand Harrow School hear hidden meanings higher authority hot potato important Lady Astor listen live look loser mind minutes negotiating range never Nick Nolte offer opponent party personality style position pragmatic President pressure probably problem question real estate referent power remember response salesman salesperson sell seller seminar side sitting someone Soviet Union speaker split the difference stage street fighter SUCCESS COMMENTARY sure tactic talk tell tend things tion understand walk watch widget winner Winston Churchill words