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Chapter 9: Bargain Hard

Once you’re clear on what your bottom line is, you have to be willing to walk away. Never be needy for a deal.

In any bargaining or tough negotiating session, the most vital principle to keep in mind is never to look at your counterpart as an enemy. When someone makes an offer that upsets you, take a deep breath and say, “I don’t see how that would ever work.” Or, “I’m sorry that just doesn’t work for me.”

In a difficult negotiation, you can use the Ackerman model as an offer-counteroffer method. It was developed by Mike Ackerman, an ex-CIA kidnap-for-ransom consultant. It can work in difficult bargaining situations.

Actions to take

Principles to follow