Negotiating Tactics
Negotiation Tactic #61 – Appealing to Mother Teresa
Summary: Asking a counterpart for help. Mother Teresa was world-renowned for recruiting the help of others to achieve her mission. People found it difficult to refuse Mother Teresa. Why? One reason was that she had…
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Negotiation Tactic #60 – Investing Time
Summary: Getting a counterpart to spend time on a negotiation to strengthen her commitment to it. Getting a counterpart to invest time in a negotiation gives you leverage. The more time people put into any…
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Negotiation Tactic #59 – The Threat
Summary: Warning that there will be an unpleasant outcome if a satisfactory deal cannot be reached. The Threat is one of the most pervasive tactics utilized by counterparts who cannot achieve their goals or resolve…
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Negotiation Tactic #58 – Give it to Me Straight
Summary: Before you make concessions based on what a counterpart tells you, it is good practice to verify anything you are not sure about. Example You are purchasing a new refrigerator, and the saleswoman is…
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