Negotiation

Negotiation

1. SETTING HIGH GOALS

   • People whom but high goals tend to work harder and achieve them.
     • Responsable high aiming: manages wins and losses, delay acceptance and hide your glee.

2. “THE HARDEST QUESTION”

   • 1. Identify your hardest question(s). —whether for tactical, emotional, or ethical reasons
     • 2. Brainstorm responses and choose the best one: • Acknowledge and reframe. • Turn the tables • Seek “objective standards.
       • 3. Practice your answers.
         • 4. Adapt your response.
           • 5. Go beyond the question.

3. IMPROVE YOUR HARD-BARGAINING PERFORMANCE

   • 1. Join a coalition: Negotiators who join forces avoid the need to overtly compete against one another for scarce resources.
     • 2. Escalate prudently.
       • 3. Take advantage of deadlines: when your counterpart won’t take the time to deal with you, a last-minute gambit can be the best way to grab her attention.

4. NEGOTIATION ANXIETY

   • 1. Reframe anxiety as excitement.
     • 2. Focus on opportunities
       • 3. Prepare
         • 4. Build your confidence through practice.