Chapter 6: Bend Their Reality Flashcards
1
Q
Don’t approach negotiation thinking your counterpart thinks like you
A
2
Q
Antonio Demasio found
A
People with damage to the emotional parts of their brain have harder times making decisions
3
Q
What is the F word
A
Fair
4
Q
Let the other side anchor monetary info first
A
Let the other guy go first most times
5
Q
Offer ranges and utilize extreme anchors
A
6
Q
Job applicants that offer a range get larger salaries
A
Expect them to come in on the low end
7
Q
Define success for your position with a salary increase
A
Helps lead into next steps
