Harvard Business Review Press

Negotiation

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  • Stoyan Topalovhas quoted4 years ago
    Keep your eyes on the speaker.
    Take notes as appropriate.
    Don’t allow yourself to think about anything but what the speaker is saying.
    Resist the urge to formulate your response until after the speaker has finished.
    Pay attention to the speaker’s body language.
    Ask questions to get more information and to encourage the speaker to continue.
    Repeat in your own words what you’ve heard to ensure that you understand and to let the speaker know that you’ve processed his or her words.
    Continue your relationship-building efforts even after the negotiating has begun. Show empathy, respect, and courtesy throughout the proceedings. Always remember that the other side consists of human beings with feelings, limits, and vulnerabilities.
    Refrain from personal attacks. Don’t accuse or blame. Maintain a sense of humor.
    When an issue seems to make another negotiator tense, acknowledge the thorniness of the issue.
    Don’t feel pressured to close a deal too quickly. Instead, generate options that offer mutual gain.
  • Asim Syedhas quoted6 years ago
    Any successful negotiation must have a fundamental framework based on knowing the following:
  • Asim Syedhas quoted6 years ago
    The alternative to negotiation
  • Asim Syedhas quoted6 years ago
    How flexible a party is willing to be, and what trade-offs it is willing to make
  • Asim Syedhas quoted6 years ago
    It is one’s preferred course of action in the absence of a deal.
  • Asim Syedhas quoted6 years ago
    Always know your BATNA before entering into any negotiation.
  • Asim Syedhas quoted6 years ago
    Fred hasn’t really done a thorough job of estimating the probability of winning in court, nor the size of a potential award.
  • Asim Syedhas quoted6 years ago
    Improve your BATNA.
  • Asim Syedhas quoted6 years ago
    The minimum threshold for a negotiated deal
  • Lisbeth Schmidthas quoted6 years ago
    different parties. New information can appear at various points, casting
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