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cally summarize Agreement as you are going along – Try to clarify as you go along. – Show you are fair when reaching an agreement. Example WE appreciate your position. ? Establish a feeling of fairness by using objective ? Document your position and present it logically ? Emphasize the positive. ? Know your limits. ? Be prepared. Company Logo Reading the Issues in negotiating. ? Be aware of tactics and tricks ? Home field advantage ? Stalling ? Wearing you out ? Unfavorable positioning ? Misrepresenting the facts ? Two bites of the apple Company Logo Reading the Issues in negotiating. ?Good cop bad cop ?Making threats ?Fishing – Body language ?Confrontational ?Polite rejections ?Treating it as a misunderstanding ?Standard contract ?Please repeat that as I am sure I understand ?No initial promise Company Logo It’s a deal: The Different Hand shakes Practice Company Logo It’s a deal: The Different Hand shakes Practice LOGO Aj. Willard Van De Bogart Nakhon Sawan Rajabhat University