: Use "contingency contracts" (if-then agreements) to protect yourself against potential deception. 4. Preparation Checklist
Negotiation Genius: Unlocking the Secrets of Effective Negotiation negotiation genius pdf
: Instead of just stating demands, ask "why" to uncover the other side's hidden interests and constraints. 2. Psychological Insights & Biases negotiation genius pdf
Do not negotiate over positions; negotiate over interests. negotiation genius pdf
While many view negotiation as a "fixed-pie" where one person's gain is another's loss, geniuses focus first on before slicing it. Chapter 6 How to Gain Power in a Negotiation