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The Three Secrets Of Negotiation: Constructing False Walls
- If you have an absolute secret you don’t want your negotiating opponent to discover, construct several “false walls” that you can allow them to “breakthrough”.
- Breaching the “false walls” gives them the pleasure of getting something, which will help you to protect your most precious negotiating points.
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The Three Secrets Of Negotiation: The Limits Of Negotiation
- Realize that you likely won’t be able to get everything that you want.
- However, if you pay attention to what your opponent wants, then you can control the frame by “printing the label” on each negotiating point to achieve your objectives within the terms of their rules.
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The Three Secrets Of Negotiation: Collaborate And Infiltrate
- When faced with an opponent who has superior leverage, cooperate with them, and work collaboratively to find out what they really want.
- Ask questions to better understand what the other person desires.
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"I think the next best thing to solving a problem is finding some humor in it." -Frank Howard Clark
3 Tips To Negotiate Better Now.
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