Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts

Great Expectations!

One other important point is that you must be sure to control the situation against exaggerated expectations. If you shoot for the moon, you may be disappointed when you don’t get it. The same goes for your opponent. This is why it’s important to keep your list of wants and needs in perspective. It would be wise to show your list to someone who has bought or sold something similar before. She or he can probably tell you if you are being realistic or just dreaming. After your negotiating experience grows, you will be able to judge for yourself, but until you achieve your black belt in bargaining, you should always seek help from those who have been there before.

Also, never assume that you’re in a superior position. This would ...