Tag: Deadlines

Negotation Mastery

Loss aversion: To get real leverage in a negotiation, you have to persuade them that they have something concrete to lose if the deal falls through.

Chris Labs

By anchoring their emotions in preparation for a loss, you inflame the other side’s loss aversion so that they’ll jump at the chance to avoid it. Great example of it on page 128 & 129. –Never split the difference, p.128 Continue reading Loss aversion: To get real leverage in a negotiation, you have to persuade them that they have something concrete to lose if the deal falls through.

Negotation Mastery

To gauge the level of a particular threat, we’d pay attention to how many of the four questions – What? Who? When? And how? – were addressed.

Chris Labs

When people issue threats, they consciously or subconsciously create ambiguities and loopholes they fully intend to exploit. The more precise the answer to the four questions, the closer you’re getting to the counterparty’s deadline. –Never split the difference, p.118 Continue reading To gauge the level of a particular threat, we’d pay attention to how many of the four questions – What? Who? When? And how? – were addressed.

Negotation Mastery

Deadlines are mostly imaginery and never finals.

Chris Labs

No deal is better than a bad deal. When deadline approaches, we say and do impulsive things that are against our best interests. “The deal is off!” our mind screams at us in some imaginery future scenario. Deadlines are often arbitrary, almost always flexible, and hardly ever trigger the consequences we think – or are told- they will. –Never split the difference, p.117 Continue reading Deadlines are mostly imaginery and never finals.