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Do not score, but win!
End with the soft-washed "I'm-OK-you-are-OK" style of negotiation. With it you may collect sympathy points, but no real success in the tough struggle for the best possible salary, the price of 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. Of course, it's all about pulling the other (sometimes more, sometimes less) over the table.
With small psychological weapons and the one ace, which you casually pull out of the sleeve shortly before the demolition. "The art of negotiation is how to quickly grab the right key from a big bunch of keys."
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. Who plays skillfully, has the advantage.
Of course, the starting position plays a role. "The one who is called is in a weaker position". But during the trial you can reshuffle the cards: "Never show the 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 available to you on the current offer. Above all (but not only) advantageous for salary negotiations in the new job, if you can always retrieve how much you actually lose, if you turn on stubborn unceremoniously.
"Deal" is great. Surprising, funny and full of utility. It does not matter if you sell shoe polish as a sales representative 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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