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negotiation tactics

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    Negotiation Frames Entry #0334

    Why a written offer changes the conversation

    A spoken offer is heard and interpreted. A written offer is read and re-read, and each re-reading anchors the terms more firmly than the previous one.

    Adept
    The hidden part #0334

    A spoken offer fades. A written one stays on the table and strengthens each time it is re-read.

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    Negotiation Frames Entry #0327

    The reason a deadline belongs to whoever set it

    A deadline feels like a fact about the calendar, but it is usually a fact about who wants the deal closed faster and is willing to manufacture urgency to get there.

    Adept
    The hidden part #0327

    Time pressure is asymmetric by design. The deadline harms whoever did not set it and benefits whoever did, regardless of whether the constraint is real.

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