• Negotiation is the process of discussing ways to find a bigger solution for both sides.
  • Aim high.
  • Understand who has the power and how you’ll counter it.
  • Negotiate with people who are able to negotiate with you.
  • Ask lots of questions.
  • Be patient – time can be power.
  • Empathize, but do not sympathize.
  • Keep communicating to advance relationships and the negotiation objectives.
  • Avoid confrontation.  Never allow the negotiations to become personal.
  • Know who you’re negotiating with.
  • Give some on time.
  • Know when to leave comments alone (the use of silence).
  • Take notes.
  • Expect the unexpected and rehearse.
  • Maximize the value of your concessions.
  • End negotiations positively.  Think how to make the outcome a bigger win for both sides.

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