Law Practice
Feb. 28, 2002
Lighting the Way
Dicta Column - By Linda B. Bulmash - Winning negotiators know that getting the best deal often hinges on their ability to persuade the other side. And the cornerstone of one's ability to persuade is based on one's level of credibility with the other person. People will not buy what you are selling unless they believe you. Credibility follows the law of diminishing returns: The moment one's message dips below the point of credibility, that person's chance of persuading someone abruptly diminishes.
Dicta Column
By Linda B. Bulmash
Winning negotiators know that getting the best deal often hinges on their ability to persuade the other side. And the cornerstone of one's ability to persuade is ba...
By Linda B. Bulmash
Winning negotiators know that getting the best deal often hinges on their ability to persuade the other side. And the cornerstone of one's ability to persuade is ba...
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