[stuxnet79]

I recently finished Never Split The Difference too. It was a good read and provides a different perspective on the whole negotiation process. I couldn't help but think however, that the various techniques outlined in the book were nothing more than parlor tricks. Seems like the more these techniques are known, the less useful they become.

Am I wrong? Now that I know how it 'works' I can pick out Ackerman bargaining tactics from a mile away so it's basically a moving target. I feel truly great negotiating tactics are an artform. To succeed you need creativity and flair that can't be duplicated mechanically.

[asynchronous13]

I can't speak for negotiating in general, but I had some experience in leadership courses. This was in the context of an outdoor club in university, and they taught us techniques on how to make new people feel welcomed. Even among the group who were all given the same instruction, the techniques were still effective! I wouldn't discount it entirely just because the other party is also aware of the same information.

[taurath]

Its more about the emotional effort and control than the techniques themselves, else everyone could easily be a master salesperson.

Just because you can pick out the tactics doesn't mean you can't be worn down, or still end up trusting a person. Some folks emotionally mirror so much that they just don't end up having control in the situation.