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Never Split the Difference:
…hiding a deadline means you’re negotiating with yourself, and you always lose when you do.
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Never Split the Difference:
…when negotiators tell their counterparts their deadline, they get better deals.
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Never Split the Difference:
…when an opponent knows your deadline, he’ll get to the real deal- and concession-making more quickly.
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Never Split the Difference:
Deadlines are almost never ironclad.
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Never Split the Difference:
The most powerful word in negotiations is ‘Fair.’ As human beings, we’re mightily swayed by how much we feel we have been respected.
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122 |
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Never Split the Difference:
People comply with agreements if they feel they’ve been treated fairly and lash out if they don’t.
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Never Split the Difference:
Emotion is a necessary element to decision making that we ignore at our own peril. Realizing that hits people hard between the eyes.
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Never Split the Difference:
…rejecting perceived unfairness, even at substantial cost, is a powerful motivation.
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Never Split the Difference:
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.
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Never Split the Difference:
…if you can get at what people are really buying – then you can sell them a vision of their problem that leaves your proposal as the perfect solution.
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