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A surprisingly high percentage of negotiations hinge on something outside dollars and cents, often having more to do with self-esteem status, and other nonfinancial needs.
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172 |
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The key to beginning a haggle is to rattle the other guy ever so gently.
|
188 |
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No part of a negotiation induces more anxiety and unfocused aggression than bargaining, which is why it’s the part that is more often fumbled and mishandled…
|
190 |
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…[by recognizing] your personal negotiation style… you can identify your negotiating strengths and weaknesses… and adjust your mindset and strategies accordingly.
|
192 |
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… while innocent and understandable, thinking you’re normal is one of the most damaging assumptions in negotiations.
|
198 |
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…expressions of anger increase and negotiator’s advantage and final take.
|
202 |
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Once you’re clear on what your bottom line is, you have to be willing to walk away. Never be needy for a deal.
|
204 |
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Punching back is a last resort. Before you go there… attempt [to] de-escalate the situation. Suggest a time-out.
|
204 |
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Top negotiators know… that conflict is often the path to great deals. And the best find way is to actually have fun engaging in it.
|
211 |
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As effective negotiators have long known and psychologists have repeatedly proved, potential losses loom larger in the human mind than do similar gains.
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223 |
