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Create an open and trusting climate

Create an open and trusting climate. Skilled negotiators are better listeners, ask more questions, focus their arguments more directly, are less defensive, and have learned to avoid words and phrases that can irritate an opponent (for example, “generous offer,” “fair price,” “reasonable arrangement”). In other words, they are better at creating the open and trusting climate necessary for reaching an integrative settlement. The next time you purchase a relatively expensive item (such as an automobile, apartment lease, appliance, jewellery), attempt to negotiate a better price and gain some concessions such as an extended warranty, smaller down payment, maintenance services, or the like.

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