Negotiating Secrets: The Experts Tell All!

In this Book

• Negotiating Secrets—The Experts Tell All!
• Skillful negotiating will improve your life
• Be clear what negotiating is
• Consider alternatives to negotiating
• Decide if negotiating is your best bet
• Know who you are dealing with
• Aim for win-win outcomes
• Learn to deal with different cultures
• Plan your approach
• Anticipate the other party’s approach
• Use a framework to guide you
• Decide on the most important issues
• Know your team roles
• Plan your tactics
• Let both parties set the scene
• Understand the other party’s viewpoint
• Clearly state your opening position
• Ask plenty of questions
• Listen more than you talk
• Re-assess your tactics
• Use numbers that suit your case
• Consider cost, price and value
• Summarize before any proposal
• Packages must be easy to understand
• Let them offer the first package
• Make your first package challenging but credible
• Be confident with your opening package
• Don’t get ‘salami-ed’
• Know when to adjourn
• Give the other party a choice
• Show that you are flexible
• Tailor your language
• Movement allows agreement
• “If” is the biggest word in negotiating
• If you concede, attach a condition
• Make your first concession small
• Make concessions work for you
• Focus on solutions not problems
• Always secure a counter-proposal
• Use fair procedures
• Constantly compare your objectives
• Counter the ‘nibble’
• Invent options for mutual gain
• Link all your issues in the final package
• Try not to say “take it or leave it”
• Hold your nerve and know when to close
• Be aware of body language
• Fully agree what’s been agreed
• Deal with a world that is getting smaller
• Remember the key points
• Check your negotiating qualities
• Develop yourself as a negotiator
• Jargon buster
• Further reading