January 2000
Beginner to intermediate
319 pages
5h 56m
English
Content preview from The 100 Absolutely Unbreakable: Laws of Business SuccessBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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84. The Law of Desire
The person who most wants the negotiation to succeed has the least bargaining power.
The more you want to make the purchase or sale, the less power you have. Skilled negotiators develop the art of appearing polite but uninterested, as if they have many other options, all of which are as attractive as the situation under discussion.
The first corollary of the Law of Desire is No matter how badly you want something, you should appear neutral and detached.
The more important something is to you, the more important it is for you to appear unemotional, unaffected, and unreadable. Don’t smile or appear interested in any way. An attitude of mild boredom is best.
The second corollary of the Law of Desire is The more you can ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.