RULE 1 NO FREE GIFTS! SEEK A TRADE-OFF (“O.K., IF…”) FOR EACH CONCESSION YOU MAKE.
NEGOTIATOR: [at the mountaintop, kneeling at the feet of the guru] Oh, ancient and all-knowing master, I have traveled a thousand days and nights to partake of your wisdom. Tell me, what is the true meaning of negotiation?
GURU: Trade.
NEGOTIATOR: That’s it?
GURU: Trade everything!
Our Journey to Negotiating Enlightenment must begin with trading. Trading is what negotiating is all about. The principle is elegantly simple: Don’t make a concession without seeking something in exchange for it. “I’ll do A for you if you do B for me” is the classic quid pro quo,* the bread and butter of negotiating. A concession made without something received ...
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