Focus (Forum & Focus)
Feb. 20, 2008
Pros vs. Joes
Focus Column - By Jay Folberg - Becoming a savvy and professional negotiator requires establishing rapport with other parties and making a good first impression.
By Jay Folberg
This article appears on Page 7.
Pros make it look easy. Watching a great athlete gives us the sense that we could do it, too. Watching a good negotiator in action creates the same false impression: Success in negotiation is the result of innate ability, intuition, cleverness and quick thinking. My dad, the pawnbroker, made negotiation look easy. However, his success in negotiation was the result ...
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