Chapter 33Negotiating Principles: Always Congratulate the Other Side
When you’re through negotiating, you should always congratulate the other side. However poorly you think the other person may have done in the negotiations, congratulate them. Say, “Wow—did you do a fantastic job negotiating that. I realize that I didn’t get as good a deal as I could have done, but frankly, it was worth it because I learned so much about negotiating. You were brilliant.” You want the other person to feel that he or she won in the negotiations.
When I published an earlier book on negotiating, a newspaper reviewed it and took exception to my saying that you should always congratulate, saying that it was clearly manipulative to congratulate the other side when ...
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