You can negotiate anything

Question 1

When should I discuss difficult items?

Answer 1

Discuss difficult items in the end. Let the other side invest in negotiation heavily.

Question 2

How do we behave with people we percept as having power over us?

Answer 2

If you percept somebody as having power over you, you tend to make concessions to that person.

Question 3

Should I give anything for free in negotiations?

Answer 3

Never give anything for free in negotiation. Always get things in return.

Question 4

Should I ever say that I would never do something?

Answer 4

Don’t eliminate options, never state explicitly what you won’t do.

Question 5

How should I approach the other person?

Answer 5

Convey understanding and empathy. Speak to other person needs, dreams, aspirations. Approach everyone on a human level.

Question 6

How do I persuade other people?

Answer 6

Talk to their needs and desires. Show the immediate relevance and value of what you are saying in terms of meeting their needs and desires.

Question 7

Should I care too much about negotiation?

Answer 7

Care about negotiation, but don’t care TOO MUCH

Question 8

Should the other side know about my deadlines?

Answer 8

Never Reveal your deadlines to the other side.

Question 9

When do I have to start gathering information for negotiations?

Answer 9

Start gathering information early before negotiation. Approach colleagues of your opponent, look and behave humble.

Question 10

What gives a buyer a great bargaining advantage?

Answer 10

If you as a buyer can access the seller’s costs, you will have a tremendous bargaining advantage.

Question 11

How do I behave if If I want to let you know that1500 is my upper limit:

Answer 11

I will go incremental:

1. The initial.offer I give will be 900
2. Next is 1200
3. 1350
4. After some delay 1425
5. Next is 1433.62

Question 12

What Is “Soviet negotiation style?”

Answer 12

1. Extreme initial position (they start with tough demands or ridiculous offers)
2. Limited authority
3. Emotional tactics (get angry)
4. Any concession of yours is seen.as.weakness (unlikely to reciprocate).
5. Any concession from them will reflect a miniscule change in their position.

Question 13

What does it mean to listen with empathy?

Answer 13

Listen with empathy which means stop thinking about caunter-arguments while they are speaking.

Question 14

What is a successful collaborative negotiation?

Answer 14

It is finding out what the other side wants and helping them to get it while you get what you want.

Question 15

Should I always do memorandum of agreements?

Answer 15

Always do memorandum of agreements.