October 2017
Beginner
240 pages
4h 19m
English
Content preview from The Rules of People
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RULE 77
Give them a get-out
When you negotiate, the whole exercise doesn’t only happen on paper. It also matters how the other person is feeling. No one likes to lose face. It’s not a nice feeling. So sometimes people can dig their heels in simply because of how they feel, regardless of whether the deal on the table is workable. You have to look after their feelings if you want to come out of this with a good deal and your positive relationship intact.
This is where your win/win approach is so strong. However, there may be times when they need persuading that they’ve won. Or when winning a particular part of the deal matters to them as much as winning the overall negotiation. So you need to be on the lookout to make sure they don’t lose face. ...
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