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The most common negotiating mistake is focusing on what you want instead of learning what the other side wants, and how badly.


Stashed in: Listen!, Negotiation, Selling!, Selling

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Negotiation is about listening.

Their most common mistake is focusing on what they want when they should be devoting their attention to learning what the other side wants, and how badly. If you can do that without showing your hand, you wind up controlling the process. You can craft a deal that satisfies the other side while getting what's most important to you.

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