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Published: May 22 , 2015
Author: Keith Stacey

Recent developments in Victoria demonstrate two important elements of negotiation. The first is the value of incumbency or the benefits of an existing relationship and how it can be leveraged. The second is that an existing contract can be an essential variable in a current negotiation...

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Negotiating with Your Nemesis – Yourself!

You probably have numerous regular negotiations throughout the year - with both internal and strategic external parties. However, there’s someone you negotiate with more frequently - yourself! I believe there are two critical moments where we become our own worst enemy in a negotiation...

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