3. Under what circumstances could it change? Ask this question to determine if there’s any flexibility in their position. If there is, then the statement isn’t as firm as they want you to believe. Skilled negotiators want to know the answers to these questions. They’re not only listening to the context of those answers, but also how the questions are addressed. If the context isn’t reasonable, then the other side might be bluffing. If the answer is nebulous, or unclear, or they seem to be grasping for a response, that’s also a clue that they might be bluffing. Before folding your hand or giving in, ask a few questions and verify their position.
It’s really up to you, but one thing is certain: We all want to be able to say, “I sat with the best in the world . . . and I won.”
Armed with information, you can then decide if you’re going to fold like Johnny Chan or call their bluff (or be like Mike McDermott and cash in).
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