11、an extreme anchor
使用极端数字或者给一个范围range，提前告诉对方可能会出高价，当你给一个范围时，对方会瞄准低的这个。所以当你给出一个范围，要确保low-end number实际是你能够接受的high number.
12、prep their reality
Here are 6 specific techniques to prepare the other side to accept your terms:
1. Anchor their emotions by acknowledging their fears.
It looks like you are worried about..
2. Let the other party suggest a price first.
有可能对方给你的出价高于你的预期，但也可能远低于你的预期 How could i do that? what are we trying to accomplish here?
3.Establish a bolstering range to get them thinking a high number without getting defensive.
range high 但也要给出可信的参考，避免让对方feel defensive采取防守姿态
4.Pivot to non-monetary terms: Give things that are less important to you but maybe important to them: a free sample, a link on your website, let them speak at your organization..
关注非金钱的条款，当对方出价太低的时候，那么要求一些对你很重要而对方无所谓的事情。
5. Use odd numbers: Don't use round numbers.
以0结尾的数字，不如一个奇数，看起来是出于精确计算考虑的结果。
6. Surprise with a gift : Generate reciprocity by giving unrelated surprise gifts.当你用an extreme anchor他们拒绝之后，可以给一个毫不相关的礼物，展现互助互惠的原则。
13、7-38-55
7% words语言
38% tone语音语调
55% body language&face 一半以上的信息是视觉性的，包括身体语言&面部表情。
当别人的字面意思和他的身体语言不符的时候，可以使用label。
I heard you say yes but it seemed like there was hesitation in your voice.
当时用短信或邮件时，只有7%有效。即使使用电话也是处在弱势。
面对面交流是目前最有效的交流方式。
14、yes 3 times
Ways to get Yes three or more times:
Reword the agreement in several ways throughout the negotiation.
Label their conviction "It feels like you’re ready to move forward on this".
Summarize the agreement and get the listener to confirm, "That's Right".
Use Calibrated How or What questions about implementation.
Ask, "What wil constitute success?"
Ask, "What do we do if we get off track?"
15、
说谎者的几个特征：
比讲真话的用更多的语言。
使用“他她它他们或者她们的”很少使用我，将他们自己和谎言分开来。
用更复杂的句式来遮盖谎言。
如何知道对方是不是决策者？
当对方使用我，说明他在决策当中不那么重要。所以他们需要reinforce their importance 当对方使用你/他们，说明他是实际的决策者。
使用你的名字，更容易建立链接。
16、间接表达no,不代表谈判终结。saying no as tactic.在直接说no之前至少有四种方法来表达disagree.
How am I supposed to do that？
Your offer is very generous./That's very generous of you. I'm sorry that just doesn't work for me.
The price is more than fair. I'm sorry but I'm afraid I just can't do that.
I'm sorry. Thank you for taking the time to talk to me.
17、3种人格类型
analyst 专注目标、喜欢独自工作
accommodator 擅长社交、建立关系、爱好和平、积极乐观
assertive 看重被听见、被理解
18、deflect the punch
当对方给出极端数字时：间接说不
deflect the anchor:"what are we trying to accomplish here?"
忽略出价，而是关注非金钱问题
给出你的极端数字
-"i'm on a tight budget. i can only offer you a third of the usual fee."
-"I see you're in a tight position. How am I supposed to achive this for only a third of the fee." in a warm anf calm tone.
不要情绪化，don’t get emotional. 是问题需要被解决，而不是这个人。不要未经思考地毁了沟通的桥梁。don't burn a bridge over a knee-jerk reaction to their anchors and counteroffers.
Be willing to walk away. 随时准备离开。
永远不要因为you take a bad deal 而desperate.
总会有些deals是你需要远离的。
19、strategic umbrage
show offense without being offensive
"i don't see how that would ever work"
使用我作为主语，建立边界establish boundaries and step out of an unfortunate dynamic. 独善其身。不要陷入不幸的动态。
i'm sorry, but i can't see how i'm supposed to do that under those terms.
以镇定poise而非愤怒的方式来传达信息
你的音调和身体语言都应该散发出沉着冷静和坚定的自制 you want your tone and body language to radiate calm and firm self-control
20、ackerman bargaining
一种创造让对方赢了的幻觉，而实际尽在己方掌控的策略。先降低对方的预期，然后一点点的增减，具体的数字让对方错觉把你榨干了。
the ackerman formula:
设定目标出价 the goal price
计划你的报价
buyer：65%...85%...95%...100%
seller：135%...115%...105%...100%
说第一个数字的时候，使用accusations audit to take the edge off: 先警告以减小冲突
you're going to think i haven't done my homework.
you're going to feel insulated by my offer.
i'm embarrassed to tell you my offer.
对过程中的offers，用尽方法说不，并表示同理心，使对方妥协，从而提高出价。
how am i supposed to do that?
your offer is very generous. i'm sorry that just doesn't work for me.
i'm sorry but i'm afraid i just can't do that.
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