How A Weak Negotiator Can Easily Manipulate and Walk All Over You (Even If You Are a Strong Dealmaker)... By Playing This Child's Game with You.
Most weak negotiators don't even know they're doing it.
In fact, it's instinct.
Someone ever throw something hot at you...like a potato?
What'd you do? Threw it back, didn't you?
That's what can happen in negotiations: someone wants to give you his or her problem and make it your problem.
Like a couple who says, "We only have $10,000 to put down."
They're saying, "Here's our problem ... you fix it."
It's not your problem.
Besides, there's something deeper.
How do you know? Test the problem. Like this...
"So say I have a house. It's the perfect house. You're wife will love it.
You'll love it. Your children will love it.
But it will take $15,000 to get in.
Is it a waste of time to show it to you?"
Nine times out of ten they'll say, "Well we didn't want to touch the CD, but if it's really good we might consider looking at it. Or maybe we can talk to my parents today about loaning us an extra $5,000."
Apparently their problem wasn't the deal killer you originally thought it was.
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