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2013 | OriginalPaper | Chapter

A New Paradigm for Commercial Relationships

Author : Keld Jensen

Published in: The Trust Factor

Publisher: Palgrave Macmillan US

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You enter the conference room and take your seat across the table from a guy who has something you want. It could be cash, or services, or widgets. You have an expectation in your mind of the probable outcome of your negotiation with him based on your past experiences with similar people. Before you even begin the bargaining, you are pretty clear as to what you will leave the table with, give or take a percentage point or two.

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