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Do not score, but win!
No more the softened "I'm-OK-you're-OK" negotiation style. You may collect sympathy points with him, but not real success in the tough struggle for the best possible salary, the price for the used car or the top conditions for the upcoming loan.
For that, you need (besides human knowledge) a considerable portion of finesse and the willingness to also bluff to strengthen your position.
They still have an ace in their sleeves
In his first-class evil book “Deal”, business psychologist Jack Nasher reveals the best tricks for successful negotiations. Clearly, it's all about pulling the other (sometimes more, sometimes less) over the table.
With small psychological weapons and the one ace that you casually pull out of your sleeve shortly before the termination. "The art of negotiating is how to get the right key from a large bunch of keys at lightning speed."
Playing games at the table
It is not unfair. Because you can assume that your negotiating partner does not enter the (inter) purchase talk unprepared or defenseless. Not at the bank switch, especially at the conference table and not even at the Fehmschen on the flea market.
Nasher equips both sides - the seller and the buyer - equally professionally for the next “big deal”. It's always about power. Those who skillfully play them out have an advantage.
The starting position naturally plays a role. “The one who is asked is in a weaker position”. But during the negotiation, you can shuffle the cards: "Never show special interest in an option!".
Dreist is horny!
Some of the (sometimes ironically exaggerated) principles are just cheeky and clever: "If you want to rent an apartment, invite friends and acquaintances to fill the rooms.", Others profound and sustainable like the BATNA model.
This stands for "Best Alternative to a Negotiated Agreement" and means the best alternative that is available to you for the current offer. Above all (but not only) advantageous for salary negotiations in the new job if you can always see how much you are actually losing if you switch to stubborn.
"Deal" is great. Surprising, funny and full of utility. No matter whether you sell shoe polish as a sales representative at Chef want to get more salary or need a new car:
Buy this book! The small investment of just 20 Euro will pay off very quickly. Maybe the next flea market visit.
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