Bend their Reality - Key Lessons

Question 1

Which way are all negotiations defined?

Answer 1

By a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared.

Question 2

What splitting the difference is?

Answer 2

Wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides.

Question 3

What the F-word is?

Answer 3

“Fair”… is an emotional term people usually exploit to put the other side on the defensive and gain concessions. When your counterpart drops the F-bombo, don’t get sucked into a concession. Intend, ask them to explain how you’re mistreating them…

Question 4

Is it true that People will take more risks to avoid a loss than to realize a gain. Make sure your counterpart sees that there is something to lose by inaction…

Answer 4

True.

Question 5

How can you bend your counterpart’s reality by anchoring his starting point.

Answer 5

Before you make an offer, emotionally anchor them by saying how bad it will be. When you get to numbers, set an extreme anchor to make your “real” offer seem reasonable, or use a range to seems less aggressive. The real value of anything depending on what vantage point you’re looking at it from.