Matt Farish’s Reviews > Getting to Yes: Negotiating Agreement without Giving In > Status Update

Some of the most effective negotiating you will ever do is when you are not talking.

One can at the same time understand perfectly and disagree completely with what the other side is saying. Once you have made their case for them, then come back with the problems you find in their proposal. If you can put their case better than they can, and then refute it, you maximise the chance of initiating a constructive dialogue in the merits and minimise the chance of their believing you misunderstood them.

Interesting thus far. I can see the bones of the method slowly being laid out. Hard to tell yet if I have been doing this all along.