Fear of the Unknown
As
a negotiator, one of the most powerful forces you have on your side is
the "Fear of the Unknown." When you threaten, you are telling the other
side what you plan to do. If you tell them what you plan to do, you have
told them how to protect themselves. At that moment, you lose your advantage
- which is the wonderful, powerful Fear of the Unknown. Never telegraph
your punches – you will destroy their power and effectiveness.