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Try Fighting Like A Tyke.(LEADERS & SUCCESS)(IBD'S 10 SECRETS TO SUCCESS)
Byline: Amy Alexander
8 If you've ever tried to convince a 2-year-old that she doesn't really need the noisiest toy in the store, then you know it's hard to dissuade a kid from trying to get what she wants.
Most folks outgrow that tendency. But some of the best negotiators in business remember to be effectively childlike. It's a move that sometimes marks them as outsiders or oddballs -- or can help them push projects forward.
"It's a great waste that so many of us discard rather than make good use of the willfulness, playfulness and inventiveness we used every day in childhood," said Bill Adler, president of Adler & Robin Books.
Adler studied the techniques kids naturally use to steer situations for his book "How to Negotiate Like a Child: Unleash the Little Monster Within to Get Everything You Want."
Such tactics aren't about throwing tantrums, though. They're more about agile thinking and innovation than being a brat.
Take real estate tycoon Donald Trump. He resorted to a classic tykelike negotiation technique when he wanted to build Trump Tower higher than New York City's zoning laws would allow.
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