Negotiation Strategy: Be Deferential

Improve your negotiation by softening your approach:

Acting deferentially doesn’t mean acting classically “submissive,” in the sense of ignoring your own wishes/desires/opinions, but rather behaving in a way that makes the dominant person feel competent, respected, and unthreatened. One can do this by asking questions and creating a conversational tone. When the dominant person feels that their ego is not under attack or being questioned, it opens up the table for dialogue.

via To Get What You Want in a Negotiation, Be Deferential


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