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Article: Debunking Three Myths About Negotiating

Customer conversations

Two people shake hands at the end of a successful negotiation between a seller and buyer.

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What’s Inside

Many of the most popular ideas about negotiating have outlived their usefulness.

Today, there are more people involved in business negotiations. Buyers have more options, giving them more leverage. Information is democratized, which influences the buyer's perceptions of value.

These factors have made the process of negotiating far more difficult for sellers.

Here, we debunk some of the most enduring myths about negotiating:

  • Myth 1: Never make the first offer
  • Myth 2: Any win is a success
  • Myth 3: In any negotiation, there is a winner and a loser

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