Section One
Playing the Power Negotiating Game
You play Power Negotiating by a set of rules, just like the game of chess. The big difference between negotiating and chess is that, in negotiating, the other person doesn’t have to know the rules. The other person will respond predictably to the moves that you make—not because of metaphysical magic, but because thousands of my students have told me their negotiating experience over the years, and from this feedback we know how the other person will react to any Power Negotiating move you make. Not every time of course, but the likelihood is so high that we now know that negotiating is more of a science than an art.
If you play chess, you know that the strategic moves of the game are called gambits. ...
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