Chapter 15. THE FINAL FOUR STEPS TO NEGOTIATION

N IS FOR NEUTRALIZE YOUR BODY

Or to put it another way, 'Don't let your body do what it wants to do.' If you really, really want 'it', don't let the other side know. Never give the impression of wanting anything too badly.

That brings me to the 'intake of breath syndrome'. You're doubtless familiar with it. The seller gives their price and the buyer has a sudden intake of breath or grimaces. It could be a painful bout of wind, but the chances are they're going for the simple and low-key approach: 'That's more than we had in mind.' Alternatively, they may opt for the more extravagant approach, typified by a sharper, more audible intake of breath followed by a theatrical puffing of the cheeks and an ...

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