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

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 ...

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