Negotiation

Negotiating is the process by which two or more parties with different needs and goals work to find an acceptable solution to an issue.
Part One: Preparing to Negotiate
• Always negotiate with your own team first.
• Know your walkaway position in advance
• Prepare for the negotiation from the other party’s perspective
Part Two. Conducting the Negotiation
• Negotiate trust first
• Speak first
• Ask questions
• Listen
• Understandings
• Leave your ego at the door
• Aim reasonably high
• Don’t stop at the first acceptable outcome
• Learn to remain silent
Part Three: Do not Shoot Yourself in the Foot!
• Never allow a negotiation to boil down to one issue
• Never pre-negotiate with yourself
Part Four: If You Hit a Brick Wall, Do not Give Up!
• Understand why the other person is saying “no”
• Make concessions the right way
Statistic
Interesting Statistics
• Women Don't Like to Negotiate
• In surveys, 2.5 times more women than men said they feel "a great deal of apprehension" about negotiating.
• Men initiate negotiations about four times as often as women.
• When asked to pick metaphors for the process of negotiating, men picked "winning a ballgame" and a "wrestling match," while women picked "going to the dentist."
• Women will pay as much as $1,353 to avoid negotiating the price of a car, which help explain why 63% of Saturn car buyers are women.
• Women are more pessimistic about the how much is available when they do negotiate...

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