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
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 ...