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Closing the deal in negotiations: Avoid rushing in

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Closing a deal can be ‘extremely hard’, says INSEAD Affiliate Professor of Decision Sciences Horacio Falcao, because it’s the conclusion of the whole negotiating process. If something has gone wrong and hasn’t been picked up by that point, the person you’re negotiating with will “probably err on the side of ‘no’ rather than ‘yes’.”

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en

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text/html

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http://knowledge.insead.edu/contents/Falcao.cfm

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