O'Reilly logo

Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Key Points

To determine your objectives for a negotiation, ask:

- What are you trying to accomplish in this negotiation?

- What are they trying to accomplish?

There are two types of objectives: (1) business (substantive) and (2) personal.
Determining wants helps explore needs leading to objectives and positions.
Effective negotiators develop a settlement range that includes:

- Desired settlement point.

- Opening position.

- Walk-away point.

Using additional currencies can close the gap in the settlement range and enhance the overall value of the deal to both parties.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required