negotiation

Trade Offs

Bundling; or Settlement brochures and video presentations

Bluffing, Puffery

Boulwareism : “best offer/take it or leave it”

Br’er Rabbit: reverse psychology

Mutt and Jeff (Good cop, bad cop):

Belly up

Passive-aggressive

9. Puppy Dog Technique

10 Threats and promises

11. Limited authority/Higher authority

12. Uproar

13. Feel felt found

14. Dumb is smart, smart is dumb

15. First offer

16. Disclosure

17. Walk away

18: Cherry-picking

Tactics

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