Using Guile
You use guile when you are being cunning by concealing your intentions and by being unpredictable. Hiding your motives is not lying; it’s just not being obvious, which gives away your true position.
In a martial arts tournament, cagey fighters sometimes hang their heads and pretend to breathe hard as if they are exhausted. Suddenly, they spring to life, catching their opponent off guard.
You can do the same in negotiations. One day on vacation in Jamaica, I wanted to find out what the down-and-dirty price would be for a T-shirt, especially since I would be buying quite a few of them as souvenirs for friends. The best deal I could find was at a shop that was selling three shirts for $15. Now, $5 each is not too bad a deal, but this ...
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