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Most people in a negotiation are driven by fear or by the desire to avoid pain. Too few are driven by their actual goals.
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116 |
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You’ve got to embrace the hard stuff. That’s where the great deals are. And that’s what great negotiators do.
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116 |
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Time is one of the most crucial variables in any negotiation. The simple passing of time and its sharper cousin, the deadline, are the screw that pressures every deal to a conclusion.
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116 |
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…assuming that a deadline is a strategic weakness, most negotiators… hide their drop-dead date.
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119 |
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When the negotiation is over for one side, it’s over for the other too.
|
119 |
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…hiding a deadline means you’re negotiating with yourself, and you always lose when you do.
|
120 |
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…when negotiators tell their counterparts their deadline, they get better deals.
|
120 |
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As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.
|
126 |
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…let the other side anchor monetary negotiations.
|
130 |
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The tendency to be anchored by extreme numbers is a psychological quirk known as the ‘anchor and adjustment’ effect.
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130 |
