From The Book
As a valued reader of Authentic Negotiating, you’ve positioned yourself for authentic success in negotiating, in business, and in life. Well done! You’re likely here now because you believe that negotiating is one of the most important skills for greater success in business and life. You’re probably also looking to improve and become an even more effective negotiator by accessing tools and resources from the book. Let’s get started!
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If you haven’t taken the Deal-Ready Assessment yet, that’s your first step!
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The Pygmalion Effect
Many Authentic Negotiating readers express interest in learning more about the Pygmalion (or Rosenthal) Effect. This is something Corey talked about in Chapter 4 of the book and is a key part of becoming a great negotiator.
You can read more of his own thoughts on this powerful effect here:
The Pygmalion EffectYou can also learn more about self-fulfilling prophecies, the power of high expectations, and patterns of failure (all related to the Pygmalion Effect & management), in this excellent article by the Harvard Business Review, a quote from which included below:
“The influence of one person’s expectations on another’s behavior is by no means a business discovery. More than half a century ago, Albert Moll concluded from his clinical experience that subjects behaved as they believed they were expected to. The phenomenon he observed, in which “the prophecy causes its own fulfillment,” has recently become a subject of considerable scientific interest.”
Harvard Business Review Article
Inauthentic Negotiating Tactics
Unfortunately, the most popularly known negotiation strategies tend to be manipulative and inauthentic. Here, Corey’s provided a list of strategies that you should absolutely NOT spend your time and energy attempting to learn; they will not serve you well in the long run!
Download The ListAs noted in Authentic Negotiating, your time is much better spent on doing the necessary inner work, which includes learning how to attain and maintain Clarity + Detachment + Equilibrium (CDE). NOTE: The primary reason to review these tactics is to understand and know how to deal with them when other, less authentic negotiators try to use them against you.
Weekly Deal Support
If you’ve finished the book and are looking for consistent, continued growth, you may enjoy the DealQuest Podcast, where Corey and other powerful guests share real, relevant information about deals of every nature.
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Corey Kupfer is an expert strategist, deal-maker, and business consultant with more than 35 years of professional negotiating experience as a successful entrepreneur and attorney.
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