Part 3: Black belt negotiation skills
You’ve prepared your bottom line. You’ve thought about theirs. Now you are in the throes. What should you reveal? What should you conceal? Should you open first? How can you craft a win–win deal without risking giving up too much?
Truth 14: Set optimistic but realistic aspirations
Truth 15: The power of making the first offer
Truth 16: What if the other party makes the first offer?
Truth 17: Plan your concessions
Truth 18: Be aware of the “even-split” ploy
Truth 19: Reveal your interests
Truth 20: Negotiate issues simultaneously, not sequentially
Truth 21: Logrolling (I scratch your back, you scratch mine)
Truth 22: Make multiple offers of equivalent value simultaneously
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