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In difficult negotiations, use the Ackerman Model.

The genius of the Ackerman Model is that it uses the tools and tactics discussed earlier: reciprocity, extreme anchors, loss aversion, etc. You can set your target going into a negotiation with your numbers already decided. Prepare, prepare, prepare. When the pressure is on, you don’t rise to the occasion; you fall to your highest level of preparation. So design your ambitious but legitimate goal beforehand, and use the Ackerman Model in tough negotiations. Remember, don’t be afraid to walk away from a bad deal.

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