Making the Deal

Summary of nego – LIM and BATNA are in influence – so this is about looking for win-win, balcony, adapt – perhaps the nego tactics (check whether already covered)

Involve, Emotions + Stories

In this section, we will look at a flexible approach that ranges from involving the other person and the use of emotional triggers through to hard bargaining and telling. The mistake that most people make in trying to persuade another person is believing that being right, having the logical answer, is sufficient. It rarely is. There is always an exception that people can find. That’s not to say that a good business case is irrelevant; people need it to justify their irrational decisions!

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