O'Reilly logo

How to Become a Better Negotiator, Second Edition by James G. Patterson, Richard A. Luecke

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Negotiating Ploys

Although win-win negotiations are becoming the norm, you’re still going to run into folks who have succeeded through old-school hard bargaining. Their aim is to create win-lose outcomes that favor them. Here, you need to remember the story about the guy with lots of money who encountered someone else who had plenty of experience. In that story, the guy who once had all the money ended up with “an experience” and the other fellow ended up with the money. Your best defense against such people is to know the ploys they’ll use and how to counteract them.

The Hardball Bargainer

Hardball bargainers take an unreasonable opening position, hoping to force you to lower your expectations. An unprepared negotiator will panic and make ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required