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Collaborative Negotiation & Sales Contracts

There has long been common wisdom that negotiating is about gaining a victory over your opponent. This basic idea, called competitive negotiation, is all about concealing your true objectives as long as you can and dominating the opposition in order to achieve a win. Used in negotiating a sales contract, for example, competitive negotiation would see ''victory'' as the lowest possible price from the supplier and would see failure to extract that result as weakness.

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