Some Thoughts

  1. Aren’t we negotiating all the time?
  2. 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?
  3. 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

  1. Never narrow negotiations down to just one issue.
  2. 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!
  3. Price is not always all-important. Never assume that price is the main issue.

The Three Stages of Every Negotiation

  1. Learning your opponent’s stated goals; stating what you want
  2. Gathering information on your opponent and his needs.
  3. Reaching for compromise

The Five Things That Make a Good Negotiator

  1. Knowing that Both sides are under pressure so you don’t feel intimidated
  2. Wanting to learn negotiating skills
  3. Understanding negotiating skills.
  4. Being willing to practice
  5. Wanting to create “Win/Win” negotiating situations

The Eight Kinds of Power

  1. Title Power
  2. Reward Power
  3. Punish Power
  4. Reverent Power
  5. Charismatic Power
  6. Expertise Power
  7. Situation Power
  8. Information Power

Personality Styles

  1. Pragmatic
  2. Extrovert
  3. Amiable
  4. Analytical

How to Gather Information

  1. Ask Open-ended Questions
  2. Repeat statements as questions
  3. Ask for responses
  4. Ask for restatements
  5. Ask others who deal with your opponent
  6. Ask your opponent’s subordinates
  7. Mix your company’s specialists with their specialists

Where to Sit in Negotiations

  1. When you are negotiating with two people: sit where you can watch both
  2. When you have two people on YOUR team: sit apart so you “speak with two different voices”
  3. When you have a large group opposing their small group: keeps your group together for power.
  4. When they have a large group opposing your small group; intermingle to diffuse their power.

Five Characteristics of a Successful Negotiation

  1. Both sides feel a sense of accomplishment
  2. Both sides feel the other side cared
  3. Both sides feel the other side was fair
  4. Each side would deal again with the other
  5. Each side feels the other side will keep the bargain

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