Negotiation is about subtly shifting the other party's perspective to align with yours. Emotional anchors and non-monetary terms can be crucial in this process. For instance, anchoring a salary negotiation with the idea of 'fairness' can influence expectations. 'It's not enough to show the other party that you can and will deliver their thing or service; go first and bend their reality.' | Chris Voss | Never Split the difference

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Bending Reality

Negotiation is about subtly shifting the other party's perspective to align with yours. Emotional anchors and non-monetary terms can be crucial in this process. For instance, anchoring a salary negotiation with the idea of 'fairness' can influence expectations. 'It's not enough to show the other party that you can and will deliver their thing or service; go first and bend their reality.'

-- Chris Voss