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It is very common in the negotiating process for the agreement to
come together at the last minute. To the outside observer it may
appear as though nothing is happening, and then all at once, at the
11th hour, an agreement materializes. This occurs in part because
of the need for an early feeling-out process during which time no
agreements are reached and in part because each side is waiting
for the other side to make concessions first. Neither side sees a
reason to concede until time pressures forces them to do so at the
last minute.
Another pattern that is quite common is for the parties to reach
agreement on some of the easier issues early on in the process
while the remaining difficult issues are resolved at the last minute.
Be aware of these patterns, be patient, and don't assume that
because you are reaching the end of the time available that there
will be a deadlock.
copyright 1997 - Michael Schatzki
A Master Negotiator
Michael Schatzki is a master negotiator whose high energy,
content-packed Negotiation Dynamics® keynotes, breakout
sessions and seminars draw rave reviews.
Memorable and Entertaining
His Negotiation Dynamics® system offers participants a
powerful set of tools that will give them a critical edge in
organizing and structuring all of their negotiations. His stories,
anecdotes and sense of humor bring to life his powerful
Negotiation Dynamics® system.
Fully Customized
Mike does his homework. He customizes every program, from a 45 minute keynote to a
two day seminar. He learns about your business or industry and tailors the program to
precisely fit the needs of his listeners. The result is that audiences take away ideas,
concepts and approaches that they can use immediately to negotiate the best possible
agreements.
It Works
More than 75% of Mike's programs are for satisfied repeat customers who find him to be
a dynamic, entertaining speaker and trainer. The Negotiation Dynamics® system really
works!
Learn how to operate a profitable business on the internet. Our courses are created with gotta-have information by top experts. 
This database consists of newsletter publishers such as yourself open to swapping ad space within their publication. Join forces to obtain a greater marketing reach at no cost.
Read over 200 comments on what your peers think are the important elements to entrepreneurial success in the future. 
It is very common in the negotiating process for the agreement to
come together at the last minute. To the outside observer it may
appear as though nothing is happening, and then all at once, at the
11th hour, an agreement materializes. This occurs in part because
of the need for an early feeling-out process during which time no
agreements are reached and in part because each side is waiting
for the other side to make concessions first. Neither side sees a
reason to concede until time pressures forces them to do so at the
last minute.
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