It is much more persuasive to let others make the decision, instead of telling them what the decision should be. You want to lead them to where you want them to go, through framing and by being incremental.
Framing and being incremental are two of the hardest things for people to learn. Most people want to rush ahead, and find it hard to break things up into smaller steps. Also, it takes time to get just the right framing; many people don’t have the patience. But great framing can immediately conclude a negotiation in your favor.
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"Making money is art and working is art and good business is the best art." ~ Andy Warhol
A fantastic introduction to negotiation and learning how to get more as a way of life.
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