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How to Understand the Counterparty
Negotiating is a cat-and-mouse game, where both sides are merely trying to reach a place of mutually beneficial agreement. Sometimes, however, to land the deal, one side tends to mislead or manipulate the other. Strategies and tactics to "win" take precedence over finding common ground, and if you're not careful in doing your research on the counterparty, you may be on the unfortunate side of a bad deal.