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Here are some of the tips which have been published in the past in the Monthly Newsletter ... we'll post
a different Past Tip every Monday ...
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| Week of Mar. 8, 2010 - Mar. 14, 2010 |
Wednesday March 10th |
9. OVERSTATE YOUR POSITION
"Effectiveness at the conference table depends overstating one's demands."
Henry Kissinger
The most obvious reason to overstate your position is that you just might get it. But the best reason is that the other side expects you to. Just make sure your position is plausible. People intuitively bracket the demand/offer and then split the difference between each party's maximum plausible position.
Knowing this you can maneuver the other side into giving you more of what you want.
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