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An example of insight from our newsletter…

Here is the tactic the CIA uses for negotiation (from Chris Voss, Never Split the difference) :

1. Set your target price (your goal)
2. Set your first offer at 65 percent of your target price
3. Calculate three raises of decreasing increments (to 85, 95 and 100 percent).
4. When calculating the final amount, use precise, non round numbers like, say, $37893 rather than $38000. It gives the number credibility and weight.

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