October 2017
Beginner
240 pages
4h 19m
English
Content preview from The Rules of People
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RULE 78
Never be scared
The psychology of negotiating is hugely important, and the bigger and more important the deal, the more the other person is likely to be trying every trick in the book to get what they want from you. And that means they’ll be on the lookout for any apparent weakness – contractual, practical, financial or psychological. I should just point out that when I say ‘the bigger and more important the deal’, I mean to them. This might be an everyday deal to you, but it could mean the future of their small business. Or you might be happy with the status quo regarding bedtimes, but your child cares desperately.
Conversely, reaching an agreement might be more crucial to you than it is to them. Listen, you can’t assume everyone ...
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