As a negotiator aspiring to excellence, you must, at all costs, avoid showing need. In order to avoid showing need, you must never feel it. I cannot say this enough: You do not need this deal.
Isn't this a contradiction? Because why would someone be negotiating in the first place if they weren't needy in some sort of way? On top of this though, they care about the negotiation so much that they read this annoyingly long guide and obsess over "not showing need"
Isn't suffering through this guide itself a sign of neediness?
If you "want" something, you're willing to pay a fair price for it (maybe), but you're also perfectly willing to walk away if the negotiations don't go to your liking. If the deal falls through, it's a disappointment perhaps, but no biggie.
If you "need" something, it's suddenly very hard to back away emotionally, and the other side will pick up on this and exploit it.
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Isn't this a contradiction? Because why would someone be negotiating in the first place if they weren't needy in some sort of way? On top of this though, they care about the negotiation so much that they read this annoyingly long guide and obsess over "not showing need"
Isn't suffering through this guide itself a sign of neediness?
The point here is to move from "need" to "want".
If you "want" something, you're willing to pay a fair price for it (maybe), but you're also perfectly willing to walk away if the negotiations don't go to your liking. If the deal falls through, it's a disappointment perhaps, but no biggie.
If you "need" something, it's suddenly very hard to back away emotionally, and the other side will pick up on this and exploit it.
I read that as, "to gaslight others, you first must gaslight yourself."