January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 12
SUCCESSFULLY EXECUTING THE DEALING PHASE
‘You must not only aim right, but draw your bow with all your might.’
Henry David Thoreau
What you will discover in this chapter:
- ●How to prepare your demands and prioritise them
- ●How to present your demands, which words to use and which to avoid
- ●How to react when you receive counter-demands
- ●Answers to the most common questions about the dealing phase
The heart of the matter
Demands are the concrete asks that you bring to the table. These requests constitute the negotiation mass and serve as your chips for trade in a negotiation. When formulating demands you need to refer back to your negotiation mission and your G–T–O (goal, target and objective). For some negotiators, the word ‘demand’ ...
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