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Try to identify issues that your counterpart cares deeply about that you value less. Then propose making a concession on that issue in exchange for a concession from her on an issue you value highly.
319
895 reads
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Place milestones and deadlines in your contract to ensure that commitments are being met.
Consider agreeing to meet at regular intervals throughout the life of the contract to check in and, if necessary, renegotiate.
In addition, adding a dispute-resolution clause...
293
721 reads
Resist the common urge to think about what you’re going to say next while your counterpart is talking and listen carefully to her arguments, then paraphrase what you believe she said to check your understanding.
Acknowledge any difficult feelings, like frustration, behind the messag...
326
881 reads
Refers to your “best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart.
An evaluation of your BATNA is critical if you are to establish the threshold at which you will re...
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1.65K reads
Ask lots of questions that are likely to get helpful answers.
Avoid asking “yes or no” questions and leading questions, such as “Don’t you think that’s a great idea?” and craft neutral questions that encourage detailed responses, such as “Can you tel...
336
861 reads
In essence, a bet about how future events will unfold.
Works best when negociations get stuck because of disagreements on how certain scenarios will play over time.
E. g.: if you doubt a contractor’s claims that he can finish your home renovation pr...
305
674 reads
You and your counterpart may be more collaborative and likely to reach an agreement if you spend even just a few minutes trying to get to know each other.
If you’re negotiating over email, even a brief introductory phone call may make a difference. This is one of the most...
327
956 reads
Rather than making one offer at a time, consider presenting several offers at once. This strategy of presenting multiple offers simultaneously decreases the odds of impasse and can promote more creative solutions.
If your counterpart rejects all of them, ask him to tell you which one he lik...
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677 reads
Carefully negotiate how you will negotiate in advance. Discussing procedural issues will clear the way for much more focused talks.
Don’t assume you’re all on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so o...
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1.11K reads
The first number mentioned in a negotiation, however arbitrary, exerts a powerful influence on the negotiation that follows.
You can avoid being the next victim of the anchoring bias by making the first offer (or offers) and trying to anchor talks in your preferred direct...
320
841 reads
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It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.
The “win-win” negotiators seem to have the most success.
It doesn’t mean you to split resources right down the middle with a sole focus on being “fai...
Empathy is a trap givers need to avoid. A busy person moved to empathy can spend too much time doing favours they cannot afford.
Managers can teach givers to be perspective takers, not just emphasisers. Instead of trying to imagine what other people are
Because we mostly react instead of think, our actions are based on insufficient information. We grab for a solution without thinking deeply about the context of the problem: e.g: We try to cheer up a depressed person by making her realize that her life is not that bad and that the sun is shining,...
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