Blog
Ten ways to negotiate the deal you want
90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. Set your ‘walk away’ point...
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Successfully planning the negotiation: a checklist
Negotiation position • What do we want to achieve? • How will we open the negotiation? • How might they respond? • What will their reaction actually mean? Climate • What is the appropriate behaviour and strategy to adopt? • What is our long-term business strategy and...
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Negotiation is silence: the more you say, the more you give away.
A key part of my negotiation skills workshop (link), where I help corporate sales or buying teams negotiate better deals, is to get the delegates to simply write three words in their workbooks. The three words are 'Negotiation Is Silence'. The reason I do this is...
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