Chapter 3

Negotiating Is Played by a Set of Rules

You play Power Sales Negotiating by a set of rules, just like the game of chess. The big difference between negotiating and chess is that, with negotiating, the other side doesn't have to know the rules. The other side will respond predictably to the moves that you make. From tens of thousands of responses over the years, we know how the other side will react. Not every time, of course, but enough of the time to make negotiating more of a science than an art.

Let me illustrate this point with a little exercise:

Think of a number between 1 and 10.

Multiply that number by 9.

Add the two digits together.

Take away 5.

Translate that into a letter of the alphabet—A, B, C, D, E, F, etc.

Now think of ...

Get Power Negotiating for Salespeople now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.