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The art of negotiation: What not to do

You work tirelessly to woo a candidate. But once that candidate expresses interest in your opportunity and the offer you put on the table, how you handle it is key. What you say, what you do, and how you react all guide the next steps in the negotiation and directly reflect how you run your practice. The negotiation should be a dance or duet, not a duel. Most deals fall apart because this careful balance tips.