Negotiation Skills

Learn skills and tactics that can help you succeed in every negotiation, whether you're asking for a raise or buying a car.

Introduction

• Everyone needs to negotiate

1. Decide to Negotiate

• Identify your reasons for avoiding negotiation
• Overcome embarrassment and pride to negotiate
• Negotiate without lying
• Stop your fear of losing the deal
• Instead of yes or no, negotiate
• Spot seven signs that you should negotiate

2. Planning Your Negotiation

• Set your limit and stick to it
• Determine your limit vs. your opening offer
• Prepare your tradables
• Prepare their weaknesses

3. Opening Offers

• Don't open first
• Calculate your opening offer
• Watch for the flinch
• Don't use round numbers

4. Tactics

• Try the vice technique of negotiation
• Try knocking the product
• Try the reluctant buyer technique
• Try hiding the value of tradables
• Try the salami technique
• Try time pressure

5. Trading

• Get to win-win with tradables
• Use trading to get a better deal
• Use small steps
• Learn from an example of poor negotiation
• Identify weak spots in negotiation

6. Closing

• Avoid final offers
• Avoid splitting the difference
• Watch out for the nibble technique
• Learn to manage the quivering pen technique
• Know when to walk away from a deal
• Pratice with low-risk negotiation

Conclusion

• Continue to grow your skills as a negotiator