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Getting to Yes:
The good-guy/bad-guy routine is a form of psychological manipulation. If you recognize it, you won’t be taken in.
|
138 |
|
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Getting to Yes:
…threats can lead to counterthreats in an escalation spiral that can unhinge a negotiation and even destroy a relationship.
|
139 |
|
|
Getting to Yes:
Paradoxically, you strengthen your bargaining position by weakening your control over the situation.
|
142 |
|
|
Getting to Yes:
Waiting for the right time is a high-cost game. In addition to making delaying tactics explicit and negotiating about them, consider creating a fading opportunity for the other side.
|
143 |
|
|
Getting to Yes:
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 |
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Getting to Yes:
…the first thing you are trying to win is a better way to negotiate – a way that avoids your having to choose between the satisfactions of getting what you deserve and of being decent. You can have both.
|
150 |
