Art of Negotiation

Notes from a forum a while back. I thought they were worth sharing

Persuasion - two ideas - convincing them you are right or convincing them your idea is a win for them (Though don't overestimate your knowledge of the other persons goals...)

Break the ice question: "What keeps you up at night?"


Goal:  

• In short, to be successful, you have to make an effort to get inside the other persons head
• Think about who the other person has to lose and who they have to please 
• Determine what success and failure mean to the other person
• Deposit in the "trust bank"- make a good faith effort. ' and remind them "That's what friends do for each other"
• Remember the value of reciprocity - people like to repay favors

       

Remember:

• Don't be emotional, step away if necessary 
• Just listen - "at what point did I ask you for advice?"
• There are times to shut up and listen and times to fix things 
• Don't be afraid of "no" - just ask 
• Establish your physical presence (don't be too passive) 
• Raise up your chair, spread your arms, use strong (but not agressive) body langugae)      
• Last, Best and Final.... Low ball, get better, then give the real offer... 
• You have to be able to give something or people will doubt your sincerity 
• Negotiate in person, not over email if possible. Body language is lost. Tone is lost. 
• Sarcasm can explode into nastiness. 
• If the range of outcomes shifts - redefine victory.