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The salami technique

The salami technique: Negotiation Skills
The salami technique: Negotiation Skills

The salami is a tactic based on the idea that, "What's mine is mine and what's yours is still negotiable." This takes small slices of your position little by little, and you look unhelpful if you say "No." But it all adds up. When you suddenly realize that quite a bit is already gone, you can stop the rot and trade each new slice for an existing one; fight back and say, "If you want X, then you'll have to give us Y;" or take the whole deal back off the table.

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Skill Level Beginner
2h 12m
Duration
41,302
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Skills covered in this course
Business Business Skills

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