Negotiation has gotten a bad rap and is generally misunderstood. That’s because many people think of negotiations like a big family-style dinner where there’s not enough food to go around.
This is a “winner takes all” kind of negotiator. It’s a very old school style of negotiation and, like the old “hard sell” from decades ago, it’s not the most effective approach in today’s world.
Compliant people fear confrontation and disagreement. They need to be liked so they’ll let others walk all over them. This type of agent will always give in to the demands of the other side—and will convince you to do the same.
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