Nibbling On Asian History & Philosophy Series
The Tao Of Deception
Unorthodox Warfare in Historic And Modern China
By Ralph D. Sawyer
“In order to attack the strong you must nurture them to make them even stronger and increase them to make them even more extensive. What is too strong will certainly break, what is too extended must have deficiencies.”
Hermit Poet’s Comments: If negotiating from a position of weakness, one strategy that can be used is to puff up the ego of the opponent. Also, allow them many different small wins and they may become lazy and give away the part of the deal you really want. Further, a bigger and stronger organization can become SLOPPY with the fine points. Use the sloppiness against them and then you will take control of the negotiating process.
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