When the force is with you
Most theories in this book argue that good communication has to do with
cooperation. But in reality it’s sometimes a different story. It is no
coincidence that the book The 48 Laws of Power, a compilation of classic
power strategies by the American author Robert Greene, was a bestseller.
Borrowing from this book, here are some negotiating strategies that won’t
make you popular, but might help you come out on top. (Warning: even if
you prefer to convince people with good arguments rather than by mean
tactics, you should know these tricks because they are bound to be used
against you.)
Never argue hesitantly
If you are unsure about something, try not to show it to others. Doubt and
hesitation will only dilute your arguments. With ‘for and against’
formulations, your adversary will see an opportunity to pounce. So only
speak up when you’re sure you want to follow through your argument, and
stand your ground – even if your plan is flawed. We forgive bold people
their mistakes, but have no confidence in doubters.
Talk less
Counterintuitively, you should not try to convince the other person by
talking a lot. The more you talk, the more interchangeable and ordinary
your arguments seem. Every triumph that you achieve through words is in
reality a pyrrhic victory, because nobody likes to be argued into a corner.
Act ignorant
We tend to be dazzled by intelligence and charisma. Try the opposite:
make your adversary feel clever. He or she will be flattered and become
inattentive. When your opponent’s guard drops, you can attack. Acting
stupid is one of the oldest stratagems around. As they say in China:
‘Masquerade as a pig to kill the tiger.’