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THE MARLINS IMPALE THE MODEL
But a story in this week's Mii Herald (via Baseball Think Factory) is showing that an innovative negotiator can reverse the magnetic field in the opposite environment, one conventional negotiating wisdom would say would never lend itself to win-lose.

The innovator is Florida Marlin front-office honcho-maximo Larry Beinfest, and the report of the innovation by Herald reporter Clark Spencer ce out thusly:

    The Los Angeles Angels nearly reeled in Marlins third baseman Miguel Cabrera not once, but twice recently. But both times, the Angels said Wednesday, the Marlins raised their trade demands and the deals fell through.

    ''We felt we had a deal with them twice,'' Angels owner Arte Moreno said at a news conference to introduce outfielder Torii Hunter and pitcher Jon Garland. ``They ce back and asked for more. They're doing it to everybody.''

    And Moreno said the Angels aren't the only te the Marlins are using that negotiating strategy with to trade Cabrera. He said it is his understanding the Los Angeles Dodgers also nearly had a deal in place for Cabrera, only for it to unravel at the last minute because of the Marlins' increased demands.

A standard foundation of Western negotiation methods is the narrowing-difference, where the back-and-forth works something like this:

    I'll give you 20.

    I can take nothing less than 35.

    Twenty-five.

    If you'll pay cash, I'll give it to you for 30.

    Throw in a volume buyer discount on my next purchase, and I'll give you 28.

    Deal.
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