How to Negotiate Like a Child : Unleash the Little Monster Within to Get Everything You Want

176 Pages·2006·0.59 MB·English

by  Adler, Bill.

How to Negotiate
Like a Child
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LibraryofCongressCataloging-in-PublicationData
Adler,Bill
Howtonegotiatelikeachild:unleashthelittlemonsterwithintogeteverythingyou
want/BillAdler,Jr.
p. cm.
ISBN0-8144-7294-X
1. Negotiationinbusiness. 2. Negotiation. I. Title.
HD58.6.A352005
658.4(cid:2)052—dc22 2005018460
(cid:2)2006BillAdler,Jr.
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Thispublicationmaynotbereproduced,storedinaretrievalsystem,ortransmittedin
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Contents
Acknowledgments ix
A Note About Gender xi
Introduction 1
Throw a Tantrum 10
Try a Wild and Scary Threat 19
Just Cry 21
Pretend You Don’t Hear or Understand What the Other
Side Is Saying 26
Pretend You Don’t Understand to Get the Other Side to
Offer Something They Didn’t Plan on Conceding 34
Share Something Important with the Other Side 37
Call in Backup (Or ‘‘My Dad Can Beat Up Your Dad’’) 41
Don’t Think About Negotiating—Just Do It 46
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CONTENTS
vi
Be Nice 51
Be Disarmingly Honest 54
Be Yourself 56
Know Your Own Team 58
Play Your Best Game 62
Be Direct About Your Needs 65
Take Your Ball and Go Home 67
Stick with Your Gang 69
Give Yourself a Time-Out 72
Let the Other Guy Think He’s Won 75
Break the Rules 79
Change the Rules 82
Follow the Rules to the Letter 84
Be Naive 86
Go Out of Your Way to Please the Other Side 89
Be Needy 91
Ask the Person Who’s Most Likely to Say ‘‘Yes’’ 94
Play One Side Against the Other 98
Delay Matters (Or ‘‘I Have to Ask My Mommy’’) 100
Move Slowly and Procrastinate 102
Do a Bad Job 105
MakeaDealThatYouCanExchangeforaBetterDealLater 107
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CONTENTS
vii
Win Through Sympathy 109
Act Forlorn 110
Change the Subject 112
Give Your Business ‘‘Lemonade Stand’’ Appeal 114
Solicit a Bribe 116
Keep Coming Back to the Same Question 118
Play the Repeat Game 121
Be Irrational 124
Worry the Other Side That You Might Be Sick 126
Make Weak Promises 128
Win Through Cuteness 130
Don’t Fear Failure 133
Be Prepared—But Not Overprepared 135
You’ve Won—Now You Have to Win Your Friends Back 137
You’ve Lost—Now Don’t Be a Sorehead 139
Optimism Rules 143
Back to the Beginning 152
Index 157
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Acknowledgments
It goes without saying that without my daughters, Karen and
Claire, this book never would have been possible—or even con-
ceived. I won’t go into details, but suffice it to say that they taught
meathingortwoaboutnegotiating,andthattheyweresometimes
more successful than I was.
Ialsowanttothankmy wife,PeggyRobin,not onlyfortaking
over thenegotiationswithourchildrenwhenitwas apparentthatI
was losing, but also for her help—as always—in making sure that
this manuscript was written in passable English. Ellen Kadin had
the foresight to sign up my manuscript and has been a wonderful
editor. Jim Bessenthelped whipHow toNegotiate Likea Child into
shape.Finally,JeanneWelshkeptallourducksinarowwhileIwas
writing thisbook. Thankseveryone: Icould not have doneit with-
out you.
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