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Negotiating Tactics

Negotiation Tactic Number 1 – Keeping up with the Joneses

Negotiation Tactic Number 1 – Keeping up with the Joneses

What is it? This tactic plays on people’s competitive spirit and puts uncertainty in their mind. It is used when one party tells the other that they are out of step with the rest of the market, and that their competitors are offering more favourable terms. For example, if

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