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By John Ilich
One among a chain providing common recommendation in a conversational kind, it is a consultant to negotiating agreements in either company and private dealings. the writer is a member of the yank Bar organization.
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Sample text
I kept my emotions under complete control. Only my voice, gestures, and facial expressions revealed my displeasure. I advised my opponent that my client intended to 42 43 walk away from the bargaining unless meaningful proposals were laid down on the table. That did it. The bargaining got down to serious business. You should realize that controlled anger has its limits. I had to limit my controlled anger to my opponent's delaying tactics. If I had gone too far, my opponent would have had full justification to get angry at me, and that would have jeopardized my client's interests.
Dress for the negotiation in clothes that make you feel good about yourself. Make sure your notes or files (if you have them) are in order before you begin. Act confident. Your opponent won't detect your fear unless you show it. Take deep breaths so your voice is controlled and firm, not shaky. Stand up straight. Make good eye contact. Â < previous page page_148 next page > If you like this book, buy it! 51 52 < previous page page_149 next page > Page 149 The Fear Tactic We all know how to use fear to get what we want.
Every negotiation that involves something of value will make both you and your opponent highly prone to fear of loss. For example, you finally find your dream home. The broker tells you several other buyers are ready to make offers on the house. That revelation is a deliberate ploy to motivate you to make an immediate offermaybe one that's higher than the seller's asking price. I cover how you can protect yourself from experiencing fear of loss from such tactics when buying a home in Chapter 23.