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All Cooperative Say Yes Persistence Push Back Surrender Walk Away Alternative Bargain Choice Fallback Loss Need Negotiation Plan B Say No Terms

Famous G. Richard Shell Quotes

“The more the other party needs what you can offer, the more they will feel the loss if you walk away. And the more likely they are to say yes to your terms.”

Loss Need Walk Away Terms Say Yes

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People