Wolfgang Schnellbaecher

It's just for yourself and your loved ones, you need to have these priorities very clear.

And now we are already at rule number two, influence your allies.

Imagine the following situation.

You're off to buy a new car, you arrive at the dealership, and the first thing that happens is your kids climb into the car, they have dirty boots on, and they yell and tell you how much they love it.

The colors, the design, everything.

You're already a bit on your back foot, starting to negotiate,

And the car dealer basically tells you that right now, cars with dirty seats are a bit rare.

He can't do anything on the price.

In that moment, your wife gives you a look like, please don't mess it up.

I also want this car so much.

You will very likely not not buy the car.

You will for sure not buy it at a good price.

In business, the good buyers say no.

They have to align with their allies up front.

Who's going to say what in a negotiation, after negotiation, before a negotiation?

Only if these things are clear, they can ensure they really strike the best deals.

The superstar buyers go even further.

They have the ability to influence the stakeholders on what they really want.

Let me tell you about the inverting method.

I once had a workshop with a big railway company.