Your mental strength comes from knowing that the other party has weaknesses. Normally, we focus on our own weaknesses because we know them so well. But consider what weaknesses they might have, and already you feel stronger. Learn about probing for these suspected weaknesses when you meet.
- [Instructor] The final thing you need to prepare…is really easy and really powerful.…And that's to think about the weaknesses…of the other person.…Doing this will make you feel much stronger…in the negotiation.…And how you feel has a massive effect…on how good the deal is that you end up getting.…Imagine if you could believe, somehow, that you had…all the time in the world, or that you had lots…of other customers queuing up for your service.…You'd be stronger and get a better deal, wouldn't you?…And it may sound a little harsh, but the best way…to make yourself feel stronger, is to focus…on the weaknesses of the other person.…
Usually, we focus on our own weaknesses,…rather than the person we're negotiating with.…This is because we are only too aware of our own,…and we have no idea of what theirs might be.…For example, if you're buying a house, you know…that you've looked at loads, and can't find any…apart from this one.…Maybe your partner's fallen in love with it,…and you have to have it.…Maybe you're only too painfully aware that you're living…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
Negotiating Your Leadership Successwith Elizabeth Robillard1h 20m Intermediate
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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