The Traps of the Professional Negotiators

It is neither necessary nor useful to try to “trap” your counterpart into agreeing to a good deal. Listening, understanding, convincing, and thinking up solutions acceptable to both parties are much more desirable objectives. It is therefore not a question of recommending that you use the techniques presented in this chapter. Instead, it is essential that you know how to thwart them.

Undermining

A negotiator may seek to make her counterpart feel inferior, often insidiously or indirectly. For example, the buyer may make the seller wait for an hour, suggesting that he is ultimately of little importance, or the buyer may offer him a chair that is lower than hers or allow the meeting to be interrupted repeatedly ...

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