Skill

• People improve their negotiating skills by taking courses and attending seminars.

• Skilled negotiators do the following:
  • Set in their minds a firm position of the minimum they will accept before starting the negotiations.
    • The walk away from the deal if they cannot get at least the minimum.
  • Always have at least two people on their side.
    • One to talk.
    • One to listen and take notes.
      • This person could be your advisor.
  • Volunteer to draft the agreements.
    • The other party must react and respond to the revisions.
    • Because this means extra work the other party is usually willing to let do it.
  • Do not make one small concession after another.
  • Know how to delay the negotiation if they reach a difficult point.
  • Have time on their side.
    • Does not set strict deadlines.
  • Always want a win-win situation.

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© 2004 - 2005 John Michael Pierobon

Notes