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Negotiate this trick to win the edge

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in Leaders & Managers

Here’s a cool question to use during negotiations that might throw your adversary off balance, give you a window into his or her thinking and provide you with a moment of valuable time to regroup and come up with your own response.

First, convey through your body language that your adversary’s move seems puzzling or unprovoked. Then ask this:

“If you were in my position, how would you respond to the request you just made?”

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