Negotiate to Win

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Concessions Speak Louder Than Reasons

The heart has its reasons of which reason knows nothing.Blaise Pascal (1623–62), French philosopher and scientist

Persuasion and Negotiation

There are two ways to get people to voluntarily do something. You can persuade them to do it, or you can negotiate with them to do it. Often used interchangeably, persuasion and negotiation are actually very different processes. To become a successful negotiator you must know the difference, and by the end of this chapter, you will.

Let’s start with our old buddy, the undisputed heavyweight champ of behavior modification, persuasion. Persuasion is the process of getting someone to do something by convincing him that it’s the logical and reasonable thing to do. We ...