NEGOTIATE TO WIN!

NEGOTIATE TO WIN!

1. Three constants in every negotiation

   • The ability of the negotiator
   • Management of the negotiation environment.
   • Tactics and strategies of negotiation.

2. Author

   • Patrick Collins
     • Collins offers tools and instructions to help overcome fear or resistance to negotiating

3. Collins outlines five secrets for successful negotiators:

   • Get around the rules
     • Successful negotiators must question the rules and have the power to bend or break the rules.
   • Go straight to the top
     • Do not waste time talking with someone who cannot make a deal.
   • Do not get angry, get action:
     • Being confrontational or obnoxious takes the focus off of the deal and puts it onto the bad behavior of the negotiator
   • Never negotiate in a crowd
     • Successful negotiation means that someone is going to make a concession and no one likes to do that publicly
   • Give in order to get
     • Negotiators must always be willing to give up something in order to get what they really want. The key is to give away something that is of little or no value to them but of some real or imagined value to the other party.

4. GUERRILLA NEGOTIATION TACTICS

   • To perfect negotiating skills, Collins outlines some basic tactics that can be used in any negotiation
     • The Basic Ultimatum
     • The Ultimatum Plus
     • The Ultimatum Exit
     • Research and Destroy
     • Goodwill Hunting
     • Solve a Problem
     • The Cash Flash
     • Silence

5. NEGOTIATING WITH DIFFICULT PEOPLE

   • The Martian: These are people who ignore or dismiss the facts and raise the question: "What planet are they from?" If they cannot be persuaded by the facts, there is no point in negotiating with them. Walk away because these negotiations are likely destined for failure.
     • The Bully: These types of people believe that if they are loud or even profane, they will gain the upper hand. Their goal is to catch the other party off guard, get them to lose control and say things they should not, or give away positions prematurely
       • The Bluffer: This person's game is to make an outrageous proposal. They win when the other party is insufficiently prepared and tries to reach middle ground on an outrageous offer.
         • The Smiling Cobra: This person will pretend that the negotiations are going smoothly before they strike by raising a large objection and stick to it. To counter the smiling cobra, charm the snake! Get them to talk about their discomfort and demonstrate that they are not a threat.