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Chapter 6: Bend Their Reality
“No deal is better than a bad deal.”
The win-win mindset pushed by so many negotiation experts is usually ineffective and often disastrous. At best it satisfies neither side. And if you employ it with a counterpart who has a win-lose approach, you’re setting yourself up to be swindled. Compromise, “splitting the difference,” can lead to terrible outcomes. Creative solutions are almost always preceded by some degree of risk, annoyance, confusion, and conflict. And since most people in negotiation are driven by fear and the desire to avoid pain, they compromise.
Do not settle. The simple rule: Never split the difference. Accommodation and compromise never produce a creative solution. So embrace the hard stuff. That’s where the great deals are.
Actions to take
Make time your ally and set the deadline.
Bend their reality by using six Prospect Theory tactics.