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Jeff Covey : Negotiating for Nerds

"Here is the number one piece of advice I have for negotiating: SHUT UP! Sales people do this all the time. Ask a leading question and then let it hang. Let the other person get nervous and fill the space with a number or a suggestion. You never know what you'll get using this technique, but I guarantee you won't get less. Ask leading questions and then SHUT UP!"

refers to


Managing Knowledge using a Semantic-Network ←  → Brendan Bernhard : It's Bobo Time