Getting More - Chapter 1 Flashcards
Explain goals
Goals are paramount. They are what you want at the end of negotioation that you don’t have at the beginning.
Anything you do in a negotiation should explicitly bring you closer to your goals for that particular negotiation.
Who is the most important person in negotiation?
The negotation should be about them. Think of yourself as the lest important person.
You can’t persuade people of anything unless you know the pictures in their heads: their perceptions, sensibilities, needs, how they make commitments, whether they are trustworthy.
How do you get people to think more rationally?
Make emotional payments.
Tap into the other person’s emotional psyche with empathy, apologies if necessary, by valuing them or offering them other things to get them to think more clearly.
When people are irrational, they are emotional. When they are emotional, they can’t listen. When they can’t listen, they can’t be persuaded.
What is the blanket rule of negotiation?
There is no blanket rule. There are too many differences amoung people and situations to be so rigid in your thinking.
The right answer to the statement “I hate you” is “Tell me more.”
By learning what they are thinking or feeling, you can better persuade them.
True or false: Getting more means taking giant steps in the right direction.
False
Big steps scare people. Take small steps, whether you are trying to for raises or treaties. Test each step.
Describe the appropriate type of trade in negotiation?
Trade things you value unequally
Trade off items that one party values but the other party doesn’t.
This strategy is much broader than “interests” or “needs,” in that it uses all the experiences and synapses of people’s lives. And it greatly expands the pie, creating more opportunities, at home as well as the office.
What do you need to find out about the other party?
Find their standards.
What are their policies, exceptions to policies, precedents, past statements, ways they make decisions?
How should you present yourself in a negotiation?
Be Yourself.
Present yourself as transparent and constructive, not manipulative.
People will find out when you’re deceiving them. Stop trying to be tougher, nicer, or something you’re not. Being real is highly credible, and credibility is your biggest asset.
Why do most negotations fail?
Most negotiations fail because of bad communication, or no communication at all.
The best negotiators state the obvious. They will say, “We don’t seem to be getting along.”
Package what’s going on in a few words to give them a vision of where you want them to go: “Is it your goal to make your customers happy?”
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Strategy 10
