Negotiating Principles: Fine Points That Lead to Big Results Flashcards
1
Q
Negotiating Principles
A
- Get the other side to commit first
- Acting dumb can be smart
- Don’t let the other side write the contract
- Read the contract every time
- Funny money
- People believe what they see in writing
- Concentrate on the issues
- Always congratulate the other side
2
Q
Once the negotiation is over the agreement has to written up – try to…
A
always write the contract yourself
3
Q
Negotiation is an interpersonal activity
A
- Learn about their people
- Learn about their firm
- Do they have the authority to make a deal?
4
Q
Read contract
A
thoroughly each time
