Focus (Forum & Focus)
Apr. 18, 2008
Time on Your Side
Focus Column - By Jay Folberg - Introducing deadlines into a negotiation is a way to create a perception of a vanishing opportunity.
By Jay Folberg
This article appears on Page 7
I grew up working by my father's side in his pawnshop. Every time Dad made a sale in the pawnshop, he, in effect, concluded a negotiation. He had great closing skills. My mediation practice is enhanced by remembering the closing techniques I observed my father apply, but you don't always need a mediator to close a deal or resolve a dispute. I'd like to share some of...
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