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“Negotiating skills are, and will be, an important part of leadership. Be the teacher and mentor when it comes to negotiating techniques. Leaders must make difficult decisions on a regular, and sometimes uncomfortable basis. When it comes to taking or reallocating resources, spending, or saving money, conducting, or not conducting training. Remember too that in making key personnel moves, it’s important to negotiate with certain parties within the organization to enable the ‘give and take’ in order to achieve a win-win outcome that both parties can live with. Remember to never make the first offer as knowledge is power in the negotiation! Discover a solution that is good for both parties, and always know when to cease negotiating when the deal is closed!” — COL (Ret) Mikel Burroughs