Negotiation Tips by
Negotiation Tips from
Getting to Yes,
Fisher, R, and Urey. W.,
the Harvard Negotiation
Negotiating Agreement Without Giving In
Relationship with the People from the Substance of the Deal
Be hard on the deal, soft on the people
See the deal from inside their shoes
Make your proposal consistent with their value
Focus on Shared Values and
Interests, but not on the Positions Each Side Takes
Values define the deal
Each side has multiple interests
– be clear on
yours, discover theirs
Options for Mutual Benefit
think outside the box
Identify shared interest
Use Objective Criteria for
Strike a deal based on principle, not pressure
Agree on fair standards and procedures
Frame issues as a collaborative quest
Set the tone early, offset any bad rumors, be candid.
Utilize "human factors" and be open about feelings and motives: this
will enhance trust.
Avoid presenting too many issues, highlight the strongest ones.
Avoid deadlines, lessening the chance for needless concessions.
Summarize frequently: this enhances understanding.
Present arguments calmly, without personalization, and make sure they
are logically supported.
Avoid use of personal opinions in arguments.
Avoid ultimatums and other forms of non-negotiable demands.
Admit, when appropriate, the validity of the other party's arguments.
Getting to NO
"Meet me halfway!"
20% or fewer of the points at issue will comprise over 80% of the value of the
disputed territory; 80% of the concessions will occur in the last 20% of time
Tips for Global Business Travelers
negotiations to be longer
than anticipated. Build more time into schedules...
"Trust only those who stand to lose as much as you
things go wrong."
~ Bralek's Rule for Success
Pretending Ignorance: Smart Is Dumb
used this technique more than 2300 years ago. He pretended ignorance in order to encourage others to express
their views fully.
Today, many world's smartest and fastest businesspeople have perfected this art
– consciously or unconsciously – of paying dumb. "People who try to impress by
pretending to be smart generally aren't. Truly smart people know that by playing
dumb and asking the other party to repeat or explain things several times,
lots of questions, they'll be better prepared to respond and then make a
Humorous Negotiation Tips
Negotiating Tips from the
Murphy's Law Complete
Eddie's First Law of Business:
Never conduct negotiations before 10
a.m. or after 4 p.m. Before 10 you appear too anxious, and after 4 they think
If you cannot convince them, confuse
Say no, then negotiate.
A little sincerity is a dangerous thing,
and a great deal of it is absolutely fatal.
I like to do all the talking myself. It
saves time, and prevents arguments.