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Negotiating Successfully: The #1 Thing You Need to Know

Two playing cards: 7 of spades and 2 of hearts

Several years ago, a friend lamented that he was not very good at negotiating on behalf of his professional-services business. He felt that clients were better at “bluffing” and other negotiating techniques than he was, so he often was paid less than he should have been. I told him the single most important thing he needed to know if he wanted to negotiate successfully:

You have to be willing to walk away.