Читать книгу X - Stefan Aarnio - Страница 15

Law #4: Have the Easy Conversations First and

the Hard Conversations Last

123

Practical Gambit: Breaking an Impasse—The “Set-Aside Technique”

Law #5: Create The Illusion Of Fairness

125

Practical Gambit—Solving A Deadlock—The Neutral Third Party

Law #6: Create Dual Personalities for Contrast

130

Practical Gambit—Good Cop–Bad Cop

Law 7: Nothing Easy Is Good And

Nothing Good Is Easy—Play Hard To Get

134

Practical Gambit—Never Take The First Offer

Law 8: Be Like Them—We Like People Who Are Like Us

136

Practical Gambit—Always Agree “Feel, Felt, Found”

Law #9: Humans Seek To Take Advantage Of

Other Humans But Want To Avoid Being Taken Advantage Of

138

Practical Gambit—Dumb Is Smart and Smart Is Dumb

Law #10: Why Buy the Cow if You Are

Getting the Milk for Free?

141

Practical Gambit—Diminished Value of Services

Law #11: Fear of Loss Is Greater Than the Promise of Gain

144

Practical Gambit—Walk-Away Power

Law #12: The Law of Reciprocity

148

Practical Gambit—Trade-Off Principle and Unfair Trading

Law #13: Exploit Prizes and the

Competitive Nature of Humanity

151

Practical Gambit—The Crunch—You’ll Have to Do Better Than That!

Law #14: Humans Assume That Everything

Written Down Is True

153

Practical Gambit: Power of the Written Word

Law #15: Create Value Through Loss

156

Practical Gambit: The Withdrawn Offer

Law #16: Make Them Feel Like They Won

158

Practical Gambit: Positioning For Easy Acceptance

Law #17: He Who Writes The Rules Wins The Game

160

Practical Gambit: Always Be The One To Write The Contract

Law 18: The Caveman Principle—Humans Are Inherently Lazy

162

Practical Gambit: The Done-for-You Technique