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Principles and Tactics of Negotiation
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Negotiating Strategies to Help You
- Convey Confidence
- Set the Stage for Agreement
- Do Not Put Off Bringing Up the Elephant in the Room
- Ask Open-Ended Questions
- Listen and Restate Comments
- Watch for Nonverbal Cues
- Stay Cool and Depersonalize Disagreements
- Don't Issue an Ultimatum
Do Your Homework
Evaluate Yourself
take time to prepare before approaching a negotiation
Other Ways to Prepare Before Beginning Negotiation
You Are Going to Have to Sleep in the Bed You Make
- Research the Other Party
- Consider Your Alternatives
- Anticipate the Other Party's Wants and Needs
- Establish Your Bargaining Range
- Identify Your Leveraging Points and What You Can Give Up
- Identify the Decision Maker
- you are negotiating a relationship, not a transaction
Never Tell a Lie, Be Nice, and Consider the Timing
“Skilled bargainers do not behave badly. If you come to me and begin negatively I will look for a reason to tell you ‘no.’ But if you are professional and personable, I will feel guilty if I say ‘no.’”
The process of negotiation
“The first important lesson in negotiating is to recognize that you are negotiating,” says pr. Charles B. Craver “Most people don't realize that they are involved in a negotiation until it's too late.”
- a graduating oncology fellow case
Principles and Tactics of Negotiation
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