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People – negotiators – have to feel safe in order to reveal their pain and, perhaps, even to see it clearly themselves.
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166 |
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Paint the pain. When you finally get to the right person in a negotiation, they will often spill the beans and reveal their real pain so that you can fix it.
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168 |
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…the price that will be paid in any negotiation – is directly related to the clarity of the vision of pain…
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177 |
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…budget is the way you keep on top of the real price to be paid in the negotiation, which goes way beyond dollars and cents.
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183 |
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In any negotiation, the calculation of time must enter our minds, because the time at our disposal and at our adversary’s disposal is so fleeting and finite.
|
185 |
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…discover budget as your adversary shares his vision of his pain. People will pay a much higher price than you would ever ask.
|
189 |
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…time actually becomes your ally; it is there to work for you, not to run out on you.
|
190 |
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If you are using time well, you are always building your adversary’s budget.
|
191 |
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…make certain that you do have ‘all the time in the world’ – and if you don’t, be ready to walk away. Remember, you only want this deal, you do not need this deal.
|
192 |
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Never underestimate the energy that’s going to be required to do a deal. Keeping our needs in check and completing the activity and behavioral goals we set will help us conserve our own energy and waste theirs.
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193 |
