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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78. The Law of Timing
Timing is everything in a negotiation.
A negotiation can be made or unmade by the time at which it takes place. There is a “too soon” and a “too late” in every situation. Whenever possible, you must plan strategically and use the timing of the negotiation to your advantage. There is a better time to buy and a better time to sell in almost every case. And when your timing is right, you will always get a better deal than when it is not.
The first corollary of the Law of Timing is The more urgent the need, the less effective the negotiator.
If you are in a hurry to close a deal, your ability to negotiate well on your own behalf diminishes dramatically. If the other person is eager to make the deal, he or she is functioning ...
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