Comments: Note to Obama: We're Playing Poker, Not Chicken (Updated)

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I LOVE this kind of "negotiating." Kind of my own twist to "Getting to Yes."

If you avoid the positional approach, and either the entrenchment or camel-trading that entails, you can come to the table with an initial offer, which when refused by your rival in expectation that you'll move in their direction, you "up the ante" adding more, not less to your demands.

It cuts things to the chase very quickly, and shows your opponent that you are negotiating from strength and may have even more cards to play.

Suddenly your original offer seems reasonable. I used this all the time, and settled a huge number of my cases this way.

Posted by: Mark Adams [TypeKey Profile Page]


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