- Aren’t we negotiating all the time?
- Everything is owned and controlled by someone else. Why not learn the art of negotiating so that you can vastly improve your ability to get the things you want?
- Maybe we ought to learn the predictable responses to Gambits – Those maneuvers that allow us to gain an advantage?
The Three Underpinnings of “Win/Win” Negotiating
- Never narrow negotiations down to just one issue.
- Different people want different things. Never assume the other person values what you do. Learn to see things from their point of view – The Beach Ball Effect whereby both parties see different colors yet both are looking at the same ball. Both are right it’s just they both see things from a different perspective. Not Right or Wrong!
- Price is not always all-important. Never assume that price is the main issue.
The Three Stages of Every Negotiation
- Learning your opponent’s stated goals; stating what you want
- Gathering information on your opponent and his needs.
- Reaching for compromise
The Five Things That Make a Good Negotiator
- Knowing that Both sides are under pressure so you don’t feel intimidated
- Wanting to learn negotiating skills
- Understanding negotiating skills.
- Being willing to practice
- Wanting to create “Win/Win” negotiating situations
The Eight Kinds of Power
- Title Power
- Reward Power
- Punish Power
- Reverent Power
- Charismatic Power
- Expertise Power
- Situation Power
- Information Power
How to Gather Information
- Ask Open-ended Questions
- Repeat statements as questions
- Ask for responses
- Ask for restatements
- Ask others who deal with your opponent
- Ask your opponent’s subordinates
- Mix your company’s specialists with their specialists
Where to Sit in Negotiations
- When you are negotiating with two people: sit where you can watch both
- When you have two people on YOUR team: sit apart so you “speak with two different voices”
- When you have a large group opposing their small group: keeps your group together for power.
- When they have a large group opposing your small group; intermingle to diffuse their power.
Five Characteristics of a Successful Negotiation
- Both sides feel a sense of accomplishment
- Both sides feel the other side cared
- Both sides feel the other side was fair
- Each side would deal again with the other
- Each side feels the other side will keep the bargain
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