Negotiating rules - 1
Be conscious of these "rules"
- The party under the greatest time pressure
- Is usually the one too lose ground
- So, never reveal that you have a deadline
- 80% of concessions are made in the last 20% of the time
- So don't "leave details to later"
- Don't negotiate over the phone
- Or by other electronic means
- You cannot read the other side's body language