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 ...
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