George P. Shultz - Negotiations are a euphemism for...
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George P. Shultz - Negotiations are a euphemism for...
Signal regarding your leverage.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
In a tough negotiation, it’s not enough to show the other party that you can deliver the thing they want. To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
- Successful negotiators maximise, but never overuse, their perceived power.
Laurence Endersen • Pebbles of Perception: How a Few Good Choices Make All The Difference
To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Belief makes power real. If a worker stops caring about hierarchy, she won't follow orders; if a boss stops, he won't give them.We have a good definition: power, a function of belief, is the ability to use force and assets to make others obey.