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In Negotiations, Play Stupid to Win Smart
- btilly 16y agoI thought this was going to be slightly different. In Start With No there is an interesting piece of advice that in a negotiation you want to make the other side feel comfortable, and one way to do that is to let the other side feel that they are one up on you. Which can mean not revealing what you know. But it can also mean deliberately looking awkward. For instance one excellent negotiator that I know likes to show up to critical meetings without a pen. He then makes a show of needing a pen and borrowing one. Silly? Sure. But the trick has helped him get better terms in 7 figure negotiations.