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Whether you’re considering hiring a new employee or as an investor whether you’re looking to do a background check on the founders of a company. Don’t worry about the fact that these are the references that the candidate has hand-picked – that’s part of the process. Ask for at least 5 references.

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I learned many of my negotiation techniques through experience. But I did read a couple of books on the topic that were useful: 1. And negotiation technique is one of the few areas on my MBA that was truly new information to me by the time I had attended. We like to short-hand it, as in, “What’s our BATNA?”

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