Det finns bättre och sämre sätt att få en förhandling dit du vill. Tre erfarna juridikexperter skriver för Harvard Law School om tio hårdföra förhandlingstaktiker att vara uppmärksam på. Ju bättre du blir på att hantera dem, desto lättare blir de att avvärja.
1. Extrema krav följt av små, långsamma eftergifter
En vanlig taktik som å ena sidan hindrar förhandlarna från att göra eftergifter alltför snabbt, men som å andra sidan kan göra processen onödigt lång och förhindra att avtal över huvud taget kommer till stånd. För att komma bort från det här bör du ha en klar bild över ditt eget mål, vad det bästa alternativet för din del är om inget avtal skulle slutas, och vad du som minst kan acceptera.
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