これらの規則はあらゆるタイプの交渉のゲームにそれがmultimillionのポンドの取り引きであるかどうか、適用し、車か家を買う-同じ規則は適用する。

これらの原則についてのすばらしい事はこと未熟な交渉者の缶、プレーヤー終わる夜であるためにただしかしこの3つの原則を使用してまたトップクラスに勝つためにである; それらは交渉のゲームのABCである。

1) 大きい目標
2) 忍耐強いがありなさい
3) 小さい認めなさい

交渉のゲームの3つの原則述べよう。

1) 大きい目標

これは抱負の王国である。

アーノルドToynbeeは一度言った:

「それは逆説的目的に達する本当らしい方法がその目的自体にない向けることしかしそれを越えるもう少しの意欲的な目的」。であるが、の深く本当および重要な主義の生命

私の妻および私は骨董屋を先日訪問し、私達は真新しい状態にあった大きい見るビクトリア朝のコーヒーテーブルを空想した。

値段は£499であり、それを買うために私の妻は死んでいた; セールスマンはテーブルに彼女の「付属品」に気づき、価格で自然にちょっと動かない。

丁寧に、私は彼に私が状態によって非常に戸惑っていること、そして私に私のポケットであるすべてこと、言った£90ポンドおよびクレジットカードはない。 販売の人は衝撃を与えられたが、彼との私の「開放性」を認め、言われる、「それに£200ポンドをすることができなかった(彼が作った)譲歩に気づきなさい。

I took my wife aside and pretended to ask her if she has any money on her; while of course, she knew what I was doing.

We went back to the salesman and I said that my wife has another £20 on her and offered him all what we have which was £110 in total. To my pleasant surprise he accepted while my wife was pleasantly in shock.

Obviously I can give you hundreds of examples on Aiming big golden rule alone, but I hope you got the point.

Poor negotiators are shy to ask or to aspire for stunning results for fear of failure. Remember you can always ask and the worst that could happen is that you get a NO, but more often than not the other party will want to continue if he saw that you are “genuine” and “polite”.

Try this rule when you buy a new car.

First decide which car, study the price, determine how much you will pay (planning) and then, take the money in cash with you on the last day of the month and show it to the sales man “humbly” explaining that this is all you have for this beautiful car; Just don’t tell him how desperate you are for the car!

Just make sure that what you are paying him is around 30% less than the asking price (to start). I promise you, you will get the car you dreamt off all this time and at a great price.

In most negotiations big concessions happen in the last few hours regardless of how long the negotiation has taken.

The more you bring the salesman or the buyer to his deadline without you conceding too much (The next golden rule) the more concessions will be given at the end.

Being patient till the end is what differentiates the boys from the men and the girls from the women.

Top negotiators with no exceptions are patient, they play on the changing circumstances that will favour them in the end. This is one of Nature’s most sacred laws… things will change.

A Chinese proverb may be helpful here “if you wait patiently by the side of the river, the corpse of your enemy will pass you by”.

3) Concede small

The concession pattern tells a “patient” negotiator so much about his opponent’s situation and negotiation style.

The salesman in the antique shop went from £499 to £200 in one go; he reduced the price by 60% in the first go. Is there more concessions to come? You may ask… of course there is.

What about the sales man situation? You could safely assume that the item in question couldn’t have cost him more than third of what he is asking now and that my £90 offer was still making him little profit or he wouldn’t have continued the negotiation.

A reasonable return for him would in this case be 50% and hence my £110 offer was what he would be comfortable with albeit not a great deal for him.
If the sales man said from the outset that he couldn’t go less than £400 which is a reduction of 20% as the first concession, how much you think I could have settled this for?

The answer would be around £190. Why? Going by the “third of the asking price - cost rule” for his industry, the table would have cost him about £130, adding 50% makes around £190 pounds.

Final word about his "opening Gambit"; £499 was his aspiration in the first place and it is important that such a demand should be ignored by the negotiator and hence the initial "politeness" and "humbleness" that one should show to find the true aspiration of the seller.