Allan Stark | gas tank | rental car

“I love it!” Allan says. “I guess it’s a bit of the devil in me.”

He laughs. Then he says, “Did you know that, on your car’s fuel gauge, next to the little picture of the gas tank, there’s an arrow? It points to the side of the car your tank is on. You’ll never have to get out of a rental car to check again.”

That’s Allan, spreading good cheer again. Now if he can only negotiate to get his daughters to stop calling him before 10 a.m. on weekends, he’ll be a really happy man.

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Get What You Want
How does Allan Stark work his negotiating magic? By knowing and adhering to these five tenets.

1. Know Your opponent.

Know with whom you’re negotiating — his or her weak points as well as strong points.

2. Know Your Subject.

As the saying goes, a little knowledge is a dangerous thing.

3. Lighten Up.

Most likely, the future of humankind is not in the balance.

4. Know When to Stop.

Enough is enough. There comes a point when more gets you less. Your paths may cross again, and you don’t want an opponent who is wary of you.

5. Everybody Wins.

If the seller feels as if he or she has not lost, you’ve been successful.