The Negotiator Magazine

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If I'm negotiating to lease space in an office building and the leasing agent or owner is particularly difficult, initiate negotiations to lease space in another building. It doesn't mean you will go with your Plan B. But having the option often will give you the power to get what you want with that difficult person.

5. Don't sink to their level.

Your reputation as an ethical, credible, professional individual is too important to risk. Don't. The last thing you need is for someone else to consider you the "difficult" person.

Marty Latz is the founder of the Latz Negotiation Institute, a national negotiation training and consulting company and the author of "Gain the Edge! Negotiating to Get What You Want." He can be reached at 480-951-3222 or latz@negotiationinstitute.com


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July 2007