Techniques
What is Anchoring High?
Jesse's favorite technique
What is sandbagging?
Trustworthiness, physical gesture, mimicry, and more
What are the principles of liking?
What are distributive issues?
Pretend it is a compromise
"Oh, well, I guess, okay."
What is compromise?
Circle back to check for consistency
What is double-dipping?
You want the peel, and I want the juice
What are congruent issues?
What you do if you have no deal
What is BATNA?
What is the ZOPA?
No deal is not a bad deal
Remember the job offer negotiation?
What are integrative issues?
Your bottom line
What is Reservation Price?
Jesse's second-favorite technique
What is anchoring?
The utilization of facts and stats to frame your argument
What is contextual research?
Jesse's favorite negotiation
What is Viking?
Provide concessions on less important issues to extract benefit on more important issues
What is Logrolling?
What is poker face?