Body Language Secrets to Win More Negotiations by Greg Williams

Author:Greg Williams
Language: eng
Format: epub, mobi
Publisher: Career Press
Published: 2016-11-26T16:00:00+00:00

Purpose of Triggers

Triggers are a way to invoke a mind-set in the other negotiator so that you can manipulate him into an advantageous position for yourself. Therefore you need to understand the value of triggers and to what degree you use them. Allen used a trigger with Terrence of stressing the cost of owning a horse. That challenged Terrence’s ego and the image he wanted to project. The negotiation became a matter of saving face.

When I was a teenager, my friend dared me to speak to girls our age. That was a challenge, a trigger, to make me say, “I accept your challenge.” Triggers are used in a lot of situations to test others or change their mind-set about how they might do something.

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