- Don’t negotiate unless you have
to....and don't negotiate with yourself
- Negotiation success is largely
determined before you meet the other party – Do your homework!
- Never be so sure of what you want,
that you won’t accept something better.
- Negotiation is cooperative not
competitive.... Forget about ‘winning’
- Negotiation is perceptual not factual.
Emotions and feelings play a huge part
- Agree an agenda with the
other party before negotiating (avoid the Salami)
- Listen more and talk
less
- Avoid immediate
counter-offers (or ‘splitting the difference’)
- Never give anyone a free
gift....always get something in return.
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