Negotiation Tactics


Never cut what you can untie.

—Joseph Joubert

WHEN YOU SIT AT THE negotiation table, you face many difficult decisions. Who should make the first offer? What is the best way to frame your offer? Should you hold firm or make concessions? These kinds of decisions are judgment calls, but there are tactics you can use to make the negotiation process go more smoothly and in your favor.

Tactics for getting off to a good start

  • Set a positive tone with your opening remarks. Express respect for the other side’s experience and expertise. Frame the negotiation as a joint endeavor, and emphasize your openness to the other side’s interests ...

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