Demolishing the urban legends of negotiation

In this series of articles Huthwaite's Ian Newall dispells some of the myths surrounding negotiation
 

Urban legend one: 'Decide the sequence in which issues should be discussed and stick to your plan'

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Urban legend two: 'Never make the first move' 

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Urban legend three: 'Memos of agreement - plus...'

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Urban legend four: 'Create good climate by agreeing the minor issues first'

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