Dear Negotiation Coach: Before Saying Thank You, Think of the Context

A questionable sale made through Sotheby’s highlights the need to vet third parties in negotiation with care.

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Article Excerpt

Q: This may sound like a trivial question, but it’s been bothering me. When my negotiation counterparts make a favorable concession or give me something I want, I find myself holding back from thanking them. I worry that saying thank you may put me in a position of weakness. On the other hand, I don’t

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