Insight: In negotiation, you can anchor peoples emotions by uncovering the fear of loss.
Insight: With price negotiation, particularly when there are unknowns, it may be best to let the other party start the negotiations, showing their hand first.
Insight: There can be downsides in negotiation with letting the other side start, and therefore anchor.
Insight: Be prepared, and gather all information which can be used to anchor price.
Insight: Giving your counterpart in negotiations the illusion of control can make them overconfident. This can be achieved through calibrated questions: questions that the other side can respond to, but have no fixed answers.
Insight: Gaining an upper hand in negotiations offer means giving the other side the illusion of control.
Principle: Identify what people actually need by getting them feeling safe enough to talk and talk about what they want, sustaining the illusion of control.
Principle: Seek "no" in negotiation (giving the opponent the illusion of control), whilst encouraging the opponent to define their position and explain it.
Principle: Ask for advice or help by asking "how" or "what" questions to maintain the illusion of control.
Insight: We should aim to succeed at what Sun Tzu called the "supreme art of war" - subdue the enemy without fighting.
