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When the going gets tough in a negotiation, your biggest challenge will be your ability to nurture your adversary in spite of everything else going on.
|
118 |
 |
…the trained negotiator looks for every opportunity to answer a question with a question.
|
119 |
 |
Avoid both the strongly negative and the strongly positive by staying in the calm neutral range, which is where we find the deals that stick.
|
127 |
 |
There is no better tool around than the hard negative strip line to neutralize a negative pendulum swing and get the situation into the neutral range.
|
133 |
 |
When things seem to be going your way in a negotiation, it’s easy to get excited and tempting to let your emotions take over. When you feel this happening, call a time-out…
|
143 |
 |
Discipline is difficult. But without discipline, you will never be a great negotiator. You will leave money on the table every time.
|
143 |
 |
…people – negotiators – make offers higher than you ever dreamed they would because of… false assumptions on their part.
|
148 |
 |
There is just no excuse in failing to learn all you can about everything related to your field of business in general and this negotiation in particular…
|
149 |
 |
Pain. This is what brings every adversary in every negotiation to the table.
|
159 |
 |
…you must never enter a negotiation in which you haven’t seen your adversary’s pain. Never.
|
165 |
