Giving Yourself Away


Some people are really lousy negotiators because they can’t hide their emotions in situations where they think they can. Now in my opinion, just about anybody can negotiate anything—we do it all the time—but I’d be lying if I said that some people aren’t better at it than others. Some people say more with their emotions than they think they are. The key for them as negotiators is pretty New Agey: They have to get in touch with their feelings.

Or at least what they’re portraying as their feelings.

Friend of mine deals regularly with a business associate on contract matters. The associate doesn’t realize—well, he may now, if he reads this book—but his voice has a very subtle quiver when he raises a point he’s not sure of. That’s not necessarily an indication that he’s bluffing about the point itself, as my friend has learned. But it does mean that it’s an area to be probed during their discussions. By keying on that quiver—and filing it away—my friend instantly knows more about his opposite number’s position than the associate intends.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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