 |
…when we empathize at the bargaining table, focusing on our counterparts’ emotions and feelings puts us at risk of giving away too much.
|
197 |
 |
The more people involved in a negotiation, the more serious the drawbacks to positional bargaining.
|
8 |
 |
If the hard bargainer insists on concessions and makes threats while the soft bargainer yields in order to avoid confrontation and insists on agreement, the negotiating game is biased in favor of the hard player.
|
10 |
 |
If your response to sustained, hard positional bargaining is soft positional bargaining, you will probably lose your shirt.
|
10 |
 |
The one-text procedure not only shifts the game away from positional bargaining, it greatly simplifies the process both of inventing options and of deciding jointly on one.
|
117 |
 |
Paradoxically, you strengthen your bargaining position by weakening your control over the situation.
|
142 |
 |
Whatever you do, be prepared to fight tricky bargaining tactics. You can be just as firm as they can, even firmer. It is easier to defend principle than an illegitimate tactic. Don’t be a victim.
|
145 |
