Become a Guru: Anticipate Your Opponent’s Moves
When you have fully absorbed and implemented part II, you will be a guru, someone to be consulted about any important decision concerning business negotiation. Indeed, you will be better than others at distinguishing the real expectations that lie behind another party’s apparent demands. Furthermore, despite the apparent superiority of his position, you will be able to decipher how power is being exercised and, very often, restore some balance. You will effortlessly dismantle all the formidable traps that the best negotiators will lay for you with the aim of destabilizing you psychologically. Lastly, you will be able to analyze and exploit your negotiating partner’s complex decision-making processes to uncover the strategies of your counterparts and construct your own winning strategy.
In business, there are many shrewd operators but precious few gurus. Here is how you become one!