Kyle Langworthy

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Insist on using objective criteria. Above all, be hard on principle. “Is there a theory behind having me sit in the low chair with my back to the open door?” Try out the principle of reciprocity on them. “I assume that you will sit in this chair tomorrow morning?” Frame the principle behind each tactic as a proposed “rule” for the game. “Shall we alternate spilling coffee on one another day by day?”
Getting to Yes: Negotiating Agreement without Giving In
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