In any negotiation you must know what are the conditions of the other party to get the most out of it. You have to know if your opponent is strong or weak.
Never underestimate your opponent. Never.
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You have to know your strengths and weaknesses, your position, what you really want.
It's about knowing who we are, what do you really bring to the table? What do you bring to the table that the other doesn't have?
Establishing relationships is one of the most important goals in any negotiation.
Negotiations are not just about the actual business, it is more important to establish a relationship than to make a deal.
If you give ...
In negotiations, the tortoise wins.
Never let the rush to close the deal lead you to make the first offer. It is always better to let them make the first offer.
Always try to negotiate from the beginning with the final decision-maker so that you can't come to the meeting fresh and say you would never have agreed to it.
"Always leave money on the table. Building a relationship is more important than doing business."
Every business is unique and the objective changes every time. There is no such thing as a single winning hand that beats all others. A win-win is needed here.
Whatever happens, always maintain your integrity.
Once your reputation is tarnished, when people realize that you are willing to negotiate the shortest and easiest route, others will lose respect for you and that will greatly reduce your gr...
Do the research before you go to the first meeting.
How someone has handled their business in the past is a very good indicator of how they will handle this one.
Murphy's Law: what can go wrong from the moment the negotiation was made, will go wrong, unless things secure.
We have to expect the unexpected. You always have to think about what can go wrong, will go wrong. However, you can limit the number of unexpected events if you do...
Negotiations evolve. They are not static. Circumstances change.
We must not close ourselves off. You have to know how to listen to detect the small signs and take advantage of them.
Be open to the possibility of changing the original plan if that is w...
Negotiations should always start with an understanding of where you want to go.
Note: when entering into a negotiation, the exit strategy has to be part of the end goal.
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If you mimic your opponent (in a subtle way), they are more likely to believe you.
For example, if they are sitting cross-legged, wait a few seconds and cross your legs too. And make sure that what you are doing is not too obvious.
What are you reading this book for? Entertainment? To understand something or someone you don’t know? To get better at your job? To improve your health? To learn a skill? To help build a business?
You have to have some idea of what you want to get from the book. You don’t j...
If you've won the first handful of points or games, well done, but the match isn't over until you win two or three sets. Momentum can change on a dime - your opponent is adjusting their game as much as you are to see what is effective.
You must stay engaged in your performance regardless...
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