From the course: Strategic Negotiation
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Negotiation techniques
- Over the years, I've learned some great negotiating techniques and tactics, and I'd like to share them now. The first is called The Invisible Man, and that's where you're in the heat of a deal and you don't want to give an answer right now, or you don't like the position that the other party is taking, and you just say, well, I have to check with my colleagues before I can give you an answer. That other party isn't in the room, so you've pushed back the negotiation, you've bought yourself some time, and now you have the ability to go back to the other party, and say, I know you wanted a 20% discount, but I've spoken with my colleagues and the best we can do is 10%. So, you've created an invisible authority that the other party has to negotiate against. The second technique is called The Bogey. Act like something you don't care about at all is really important to you. And then as you go through the deal, fight…
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