Think of these levers – sanction, uncertainty, time, opportunity – as ways of moving your opponent off his game during a negotiation. Mastering them and utilizing them at quintessentially perfect moments can go a long way toward winning the negotiation and, on a larger scale, a tremendous deal for your client.
Persuasion has been a powerful thing since the dawn of time, and little has changed over the last half century when it comes to striving for an advantage during a negotiation. Master the levers of persuasion and watch as you keep one opponent after another off-stride during negotiations, gaining win after win for your clients.
You have a huge leg up when you can identify certain characteristics and traits in your opponent during a negotiation and come to anticipate them. Once you’ve studied that opponent enough to know what really makes him tick, it’s almost as if you’ve obtained a copy of his or her playbook. Once you’re part of the opposition’s huddle, winning the negotiation is much easier.