Practical Negotiating: Tools, Tactics & Techniques

Key Points

	In negotiating during buy and sell situations: - Focus on value not on price. - Develop the full value proposition. - Continue to develop a broad-based customer relationship.
	In internal negotiations: - Highlight areas of agreement at the beginning and throughout the negotiation. - Convert the situation from a “me versus you” to an “us against the problem.” - Use facts and logic sparingly; if resistance occurs, use questioning and listening to understand the other party’s point of view. - Offer currencies beyond the issue being negotiated. - Avoid overstating or inflating your wants and needs. - Resist escalation.
	In negotiating with your boss: - Break the task down into: specification, time, and resources. - Use the concept of the triangle to estimate these factors. - Remember the Rule of the Triangle—whenever adjustments are made to any of the sides, the area must remain proportional. - Tips in handling a negotiation with your boss: Allow a reasonable time for a quality job. Determine the specifications. Build in a contingency reserve. Use resources creatively. Know which factor drives the project. Learn to say “Yes, and . . .” rather Than “No.” In team negotiations: - Consider advantages ...