Principles for Implementing Golden Rule No. 5

Deploy Preclosure Techniques

In particular, this involves conditional commitment questions: “If we reach an agreement on this issue, can I count on your final agreement today?” Such techniques allow you

  1. to ensure that there will be no other points of disagreement to negotiate over,
  2. to ensure that you are dealing with someone who is able to make a decision (unless this crucial issue has been confirmed in advance),
  3. to “seal” the deal.

In practice, your counterpart is placed in a tricky situation in which, if she answers no or maybe to the question posed, she loses almost any chance of achieving a satisfactory outcome; if she answers yes, she is obliged to agree to a deal.

So how do you deploy these ...

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