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Use Demands as Clues
When you or the other person starts to make demands or ultimatums in a more adversarial way, look at those as clues to figure out what's really going on for yourself or the other person. When someone blurts out something that seems out of character, it may be because they feel like they have been pushed over some limit. Understanding that limit will help understand that there may some principle or belief that has been violated.
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"At Eli Lilly and Company, our goal is to have the premier sales and marketing organization in the pharmaceutical industry. Negotiation is a crucial part of the selling process." |
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Vice President, US Sales and Operations
Eli Lilly and Company |
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