August 2014
Beginner
427 pages
11h 40m
English
Content preview from The Guide to Entrepreneurship
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168 ◾ The Guide to Entrepreneurship: How to Create Wealth for Your Company
brinksmanship convinces the other party they have no choice but to accept
the offer and there is no acceptable alternative to the proposed agreement.
17
Bogey: Negotiators use the bogey tactic to pretend that an issue of little
or no importance to him or her is actually very important, and then use
that ruse to get concessions.
18
Then, later in the negotiation, the issue can
be traded for a major concession of actual importance. The problem with
the bogey is that it is deliberately deceptive and not effective for long-term
relationships. It erodes trust for future negotiations and leaves the party
using the bogey with a dishonest reputation.
Chicken: Also known as pla ...
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