The Brilliant Way To Negotiate In Three Easy Lessons

What a weird way to start off an article.

He tells the beginning of an interesting story not related to the article title, cuts it off, switches to the main topic, and then ends the article saying the original story is for another time.

Just read this:

http://www.amazon.com/Secrets-Power-Negotiating-Roger-Dawson...

Altucher is describing "The higher authority gambit" and "Nibbling". There are many more great negotiating tactics. Even if you don't use the techniques in Dawson's book, they will help immunize you against them.

Ever notice how salespeople are very quick to try to determine if they're talking to the "decision maker"? It's to avoid the higher authority gambit.

To avoid getting nibbled, define all the parameters when you're at the stage where Altucher was agreeing to the revenue multiple formula. Don't agree to the "formula" until you have the other parameters. Once you've settled on a price, call the other guy's bluff if he tries to nibble you once you appear to have a deal already done.

I ended up jumping straight to the 3 points and loved them. Having said that, I think negotiation is a skill that is cultivated over a long period of time through experiences (and making tons of mistakes) and just knowing the tactics doesn't make you good at negotiation. I think its important to understand your personal values / temperament / thought process, and come up with a way to negotiating that you can be good at and leveraging these and other points. Mark McCormack's "On Negotiating" is brilliant on this topic - http://www.amazon.com/Negotiating-Mark-H-McCormack/dp/078710...

http://www.jamesaltucher.com/2010/12/osama-bin-laden-stockpi... for a different version of this

Sounds like a lite version of my blog post [1], which is, in turn, a lite version of the book.

[1]: http://www.korokithakis.net/posts/secrets-power-negotiating/

That was confusing as hell.