Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Author: Jim Camp
4.0
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Comments

by vmurthy   2020-12-08
Never split the difference : Chris Voss [0] & Start with No : Jim Camp [1] opened my eyes to tactics used by sales/"business" folks when they negotiate with me and provided some tips which help me in my own negotiations. Case in point: A car dealer mentioned to me casually that a car whose MRP is AUD 38800 would never be discounted below 34000. I took it as a psychological "anchor" that had to be explored and negotiated rather than agreed upon without discussion. Started with a random figure of 32349 and ended up with getting the car for 33500 ( given that it was my first negotiation, I think it's a win :-) )

Influence by Cialdini is a timeless classic that helps me appreciate the fascinating world of human psychology

[0] https://www.amazon.in/Never-Split-Difference-Negotiating-Dep...

[1] https://www.amazon.in/Start-No-Negotiating-Tools-That/dp/060...