October 2017
Beginner
240 pages
4h 19m
English
Content preview from The Rules of People
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RULE 73
Make it three-dimensional
I mentioned in the last Rule that haggling over a market stall purchase is the simplest kind of negotiation. That’s because the only thing up for discussion is the price. You could almost argue that this doesn’t constitute a negotiation at all because there’s only one moving piece – the price. To negotiate properly, you need more moving pieces. You might call them variables.
In a business deal, you might be trying to agree not only on the price, but also on the quality, the delivery times, the degree of finish, the after-sales care, the warranty – there are lots of moving pieces. Any and all of them can change, until you arrive at a point where everyone is happy. For example, you might agree to sell at a lower ...
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