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Start With No:
In most negotiations, at some point one of your wants will be some numbers – prices, quantities – but always remember that numbers are limitations. Avoid them until the time is right.
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232 |
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Start With No:
The greatest presentation you will ever give is the one your adversary never sees.
|
235 |
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Start With No:
Present only the information that addresses your adversary’s concern, the information that addresses the adversary’s pain – or what you know about it…
|
238 |
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Start With No:
If your high-tech presentation isn’t addressed to your adversary’s vision and pain, you’re wasting your gigabytes.
|
240 |
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Start With No:
The signed contract is just another decision… Contracts are broken all the time, for starters.
|
241 |
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Start With No:
As history has demonstrated all too often over the past millennia, keeping the peace is much more important and usually much more difficult than signing the peace treaty.
|
242 |
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Start With No:
…this fadeaway is far more effective than burning bridges.
|
242 |
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Start With No:
In any role in life, including negotiation, there is a direct correlation between our self-image and our performance. We consistently perform to the level of our self-image.
|
245 |
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Start With No:
Self-esteem keeps you in the fight when you face overwhelming odds.
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246 |
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Start With No:
…early success and failures play a role in the development of self-esteem, but anyone – anyone – can achieve, maintain, and deserve a much higher self-image if he or she is committed to the task.
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246 |
