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Politics : Foreign Affairs Discussion Group -- Ignore unavailable to you. Want to Upgrade?

To: Sun Tzu who wrote (140215)	7/14/2004 5:11:31 AM
From: Maurice Winn	Read Replies (1) \| Respond to of 281500

I agree, negotiating by rote is no way to negotiate. <This is why skilled negotiators never let the other side say "no". The issues are held in a state of "let's discuss it" until a "yes" is achieved...kind of dumb really, but whoever said realism and IQ are equally bestowed. > Getting people to say no is a good thing in negotiations. If they say no to things which don't matter, then they feel they are in control and will be more willing to agree to things which do matter. They get a lot of wins [by saying no]. Lots of no means the agreement is fully explored and the person is very happy and won't have buyer's remorse. I just made that theory up, mostly because I don't like rote handling of people as though they are morons who can be manipulated and fooled. I get annoyed with rote negotiators, so I suppose other people do too. But I really popped in to promote a quick trip by everyone to Rotorua, New Zealand, for a Libertarian individual liberty, free markets, good vibes conference ilv.org.nz in a week or so. So make your reservations quickly. It's winter here, so there should be lots of vacancies. Golf's good in winter. So are hot pools and various tourist attractions. Message 20308631 Mqurice