RULE 72

Let them win

A big part of getting people on your side is negotiating. Whether you’re agreeing a business deal, arranging with your siblings to share care of your elderly parents, asking your boss for a pay rise, agreeing bedtime with your child, or splitting the bill after a meal out with friends, you need to know how the other person is feeling and what will make them want to co-operate with you. And the good news is that almost everyone has the same basic criterion when they’re negotiating.

Everyone wants to win. Simple, really. Let them come out on top and they’ll be happy to agree the deal.

You’ll have spotted a flaw in this approach. Yep – if they win, where does that leave you? Well, that’s the interesting bit. If you play your ...

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