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Folks, it sounds obvious that time is money. We all hear this saying all the time. But in negotiation, time can be used to extract large amounts of concessions out of the other party. Please don't use this tool I am about to teach you, unethically. Just because I'm teaching it to you, doesn't mean you should impose this tool on all of your negotiations. It's powerful, but it needs to be used sparingly. And at the same token, it's so important to be able to recognize this ahead of time if another negotiator is laying a trap for you. You do need to be aware of it so that you can recognize the trap early and get ahead of it. Because if you don't see it coming, you could unwillingly set yourself up for major losses.
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