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Start With No:
When the going gets tough in a negotiation, your biggest challenge will be your ability to nurture your adversary in spite of everything else going on.
|
118 |
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Start With No:
…the trained negotiator looks for every opportunity to answer a question with a question.
|
119 |
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Start With No:
People don’t like silence. It’s the void that our nature abhors. Your adversary will rush to fill in the blank.
|
124 |
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Start With No:
Avoid both the strongly negative and the strongly positive by staying in the calm neutral range, which is where we find the deals that stick.
|
127 |
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Start With No:
There is no better tool around than the hard negative strip line to neutralize a negative pendulum swing and get the situation into the neutral range.
|
133 |
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Start With No:
Your ability to blank slate is directly related to your ability to rid yourself of expectations and assumptions, two very bad words…
|
137 |
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Start With No:
When things seem to be going your way in a negotiation, it’s easy to get excited and tempting to let your emotions take over. When you feel this happening, call a time-out…
|
143 |
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Start With No:
Discipline is difficult. But without discipline, you will never be a great negotiator. You will leave money on the table every time.
|
143 |
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Start With No:
There are just a million assumptions out there, lying in wait to ambush us.
|
143 |
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Start With No:
You never want to make the mistake that [Columbo’s] suspects make, underestimating him.
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146 |
